About PepsiCo

PepsiCo is one of the world's leading food and beverage companies, with an iconic portfolio that includes beloved brands like Pepsi, Lay's, Gatorade, Doritos, and Quaker. Operating in over 200 countries, PepsiCo generates annual revenues exceeding $86 billion and employs more than 300,000 people globally. In Poland, PepsiCo has a strong presence, delivering snacks and beverages that delight consumers daily. Our commitment to sustainable growth, innovation, and community impact sets us apart in the food and beverage sector. As Head of Traditional Trade Sales Channel Poland, you'll join a company that values bold leadership and results-driven professionals.

Role Overview

The Head of Traditional Trade Sales Channel Poland is a pivotal leadership position within PepsiCo's Polish operations, based in Warszawa. Reporting directly to the Poland PepsiCo General Manager, this role oversees a dynamic sales organization of over 400 professionals. You'll drive performance across the traditional trade channel, including independent grocery stores, local chains, wholesalers, and cash & carry outlets. With full P&L responsibility, you'll shape and execute the strategic vision for PepsiCo's beverages and snacks portfolio in this vital channel. This is your chance to lead with impact, foster operational excellence, and contribute to PepsiCo's leadership team in Poland.

Strategic Impact

In this role, you'll provide channel expertise to craft strategic and tactical plans, ensuring PepsiCo remains the partner of choice in traditional trade. From innovations to point-of-consumption activations, you'll champion flawless execution while monitoring KPIs like gross sales, net revenue, market share, and executional metrics.

Key Responsibilities

Take ownership of a high-stakes sales leadership role with these core duties:

• Lead and inspire a large, diverse sales team of 400+ professionals to achieve sustainable growth and operational excellence in traditional trade.
• Own the total channel financial performance, developing annual operating plans that deliver gross sales, net revenue, market share, executional KPIs, and sales targets.
• Build and maintain strategic partnerships with key traditional trade customers, positioning PepsiCo as the preferred partner.
• Ensure seamless execution of business agendas, programs, innovations, and category plans for snacks and beverages at the point of consumption.
• Monitor performance metrics rigorously and implement corrective actions to meet business objectives.
• Foster cross-functional collaboration with Marketing, Trade Marketing, Revenue Management, Finance, Supply Chain, and global teams to deliver winning customer solutions.
• Represent the traditional trade voice in strategic planning, innovation pipelines, and go-to-market models.
• Build a high-performing team culture through coaching, talent development, and accountability.

Qualifications & Requirements

To succeed, bring a proven track record and these essential qualifications:

• Minimum 10+ years of progressive experience in traditional trade sales senior managerial roles, with demonstrated results delivery.
• Solid expertise in P&L management, analytics, strategic planning, and execution in complex, multi-channel environments.
• Excellent negotiation, relationship-building, and stakeholder management skills with key customers.
• Proven leadership of large, geographically dispersed teams across field and office settings.
• Deep understanding of traditional trade business models, customer dynamics, market trends, and execution KPIs.
• University degree (Bachelor’s or higher) in Business, Economics, or a related field.
• Fluent in English and Polish (written and spoken).

Leadership Edge

Ideal candidates excel in people leadership, coaching high-performers, and anticipating TT opportunities. Your ability to drive operational excellence in Poland's traditional trade landscape will be key.

Benefits & Perks

PepsiCo offers a premium compensation package tailored for top talent:

• Competitive base salary estimated at 650,000 - 950,000 PLN annually, plus performance bonuses and incentives.
• Comprehensive health insurance, including private medical care and dental coverage.
• Retirement savings plan with company matching contributions.
• Generous paid time off, parental leave, and flexible working arrangements.
• Access to on-site fitness facilities, wellness programs, and employee discounts on PepsiCo products.
• Relocation support for eligible candidates and family benefits.

Career Growth

At PepsiCo, your career trajectory is limitless. This role positions you on the Poland leadership team, with opportunities to advance to regional or global positions. Benefit from world-class training, mentorship from senior executives, and leadership development programs. PepsiCo invests in your success through tuition reimbursement, skill-building workshops, and exposure to cross-functional projects. Many of our leaders started in sales roles like this and rose to C-suite levels.

Why Join Us

Join PepsiCo Poland for a role that combines strategic influence with hands-on leadership. Shape the future of traditional trade sales in a market poised for growth. Work with iconic brands, collaborate with diverse teams, and make a tangible impact on financial results. In Warszawa, enjoy a vibrant city life while contributing to a global powerhouse committed to sustainability and innovation. PepsiCo's culture of ownership, agility, and celebration rewards bold thinkers who deliver.

Role FAQs

What is the team size and structure?

You'll lead over 400 sales professionals across field and office environments in traditional trade.

Does this role involve travel?

Yes, expect travel within Poland to oversee geographically dispersed teams and key customers.

What are the reporting lines?

Direct report to the Poland PepsiCo General Manager, with matrixed collaboration across functions.

Is Polish language mandatory?

Yes, fluency in Polish and English is required for customer interactions and team leadership.

How does PepsiCo support work-life balance?

Through flexible hours, remote options, wellness initiatives, and generous leave policies.

This opportunity is for visionary leaders ready to drive PepsiCo's success in Poland's traditional trade channel. Apply now to elevate your career.