About PepsiCo

PepsiCo is one of the world's leading food and beverage companies, with a diverse portfolio that includes iconic brands like Pepsi, Gatorade, Lay's, Quaker, and Tropicana. Headquartered in Purchase, New York, PepsiCo operates in over 200 countries, employing more than 300,000 people globally. The company is committed to sustainable growth, innovation, and delivering consumer-pleasing products while fostering positive environmental and social impact. PepsiCo's Retail Sales division plays a pivotal role in driving market share through strategic partnerships with key retailers nationwide.

Role Overview

The Key Account Manager (KAM) for Retail Sales at PepsiCo in Wilmington, Massachusetts, is a dynamic role focused on developing and executing tailored selling strategies for assigned retail accounts. This position demands a strategic thinker who can manage high-stakes customer relationships, negotiate agreements that align with PepsiCo's operating plans, and collaborate across functions to unlock growth opportunities. With a salary range of $73,400 - $122,850, plus a 15% performance bonus, this full-time role offers substantial earning potential and career advancement in the consumer packaged goods (CPG) industry.

Why This Role Stands Out

As a Key Account Manager, you'll be at the forefront of PepsiCo's retail success, leveraging data-driven insights to boost revenue, profit, and market share. This position is ideal for sales professionals with CPG experience who thrive in fast-paced environments and excel at building lasting partnerships.

Key Responsibilities

In this role, you'll take ownership of critical commercial activities to drive PepsiCo's performance in key retail accounts.

• Develop and manage the full-year financial commercial plan, including PBNA QBP, customer half-year planning, and weekly SIP calls with demand planning for accurate product forecasting.
• Build Joint Business Plan (JBP) and Line Review Business (LRB) models using fact-based selling to maximize volume, revenue, and trade investment linked to executional frameworks.
• Leverage financial drivers like promotions, mix trends, trade spend, and bottler agreements to achieve revenue, profit, and share objectives.
• Activate local and national marketplace initiatives and promotions to enhance brand development and performance.
• Analyze customer data and business trends using IRI tools to identify expansion opportunities; partner with category teams for fact-based sales materials.
• Collaborate with Selling Operations for flawless execution, manage the JACT process with franchise bottlers, and oversee new store openings including setups and grand openings.
• Cultivate strong customer relationships, ensuring responsiveness, accuracy, and compliance with PBC contract requirements.

Qualifications & Requirements

PepsiCo seeks proven performers with a blend of sales acumen and analytical prowess.

• A minimum of 2 years of fact-based selling experience and a 2-year commitment to the role.
• Bachelor’s degree or equivalent work experience; consumer packaged goods background strongly preferred.
• Foundational commercial capabilities, with strong time management to juggle multiple projects.
• Proficiency in financial analysis, negotiation, influencing, and category management.
• Excellent communication and cross-functional collaboration skills, including with independent bottlers, finance, marketing, and national teams.
• Advanced Microsoft Excel, Word, and PowerPoint skills for presentation development and delivery to senior stakeholders.
• Willingness to travel 20% and ability to lift 40 lbs periodically.
• Indefinite right to work in the United States required.

Key Skills & Capabilities

Stand out with intellectual curiosity, self-starter mindset, results orientation, and the ability to influence strategic decisions independently.

Benefits & Perks

PepsiCo offers a market-leading compensation package designed to reward performance and support work-life balance.

• Salary range: $73,400 - $122,850, adjusted for location, skills, experience, and education.
• 15% annual performance bonus based on eligibility.
• Comprehensive health benefits: medical, dental, vision, disability, health and dependent care reimbursement accounts.
• Paid time off including vacation, sick leave, bereavement, and parental leave (subject to eligibility).
• Employee Assistance Program (EAP), accident, group legal, and life insurance.
• Defined Contribution Retirement Plan for long-term financial security.

Career Growth

At PepsiCo, career progression is driven by performance and potential. Key Account Managers often advance to senior sales leadership, national account management, or cross-functional roles in revenue growth management. With access to world-class training, mentorship, and development programs, you'll build a rewarding career in a company that values innovation and leadership. PepsiCo's commitment to diversity, equity, and inclusion ensures equal opportunities for all qualified applicants, considering criminal histories per fair chance ordinances.

Why Join Us

Joining PepsiCo as a Key Account Manager means becoming part of a global powerhouse that's shaping the future of food and beverages. Work with top retail partners, drive impactful results, and enjoy unmatched benefits in Wilmington, MA. PepsiCo's culture emphasizes collaboration, innovation, and sustainability, offering a premium environment for sales professionals to excel. With EEO policies ensuring fairness regardless of age, race, gender, or other protected statuses, this is your chance to elevate your career.

Role FAQs

Q: What is the travel requirement? A: Up to 20% travel is required.

Q: Is CPG experience mandatory? A: Preferred, alongside 2+ years of fact-based selling.

Q: What benefits are highlighted? A: Competitive salary, bonus, full health coverage, PTO, and retirement plans.

Q: How is salary determined? A: Based on location, skills, experience, and education; recruiter provides specifics.

Q: Is this a full-time role? A: Yes, full-time position with performance incentives.