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, Tropicana, and Quaker. Operating in over 200 countries, PepsiCo employs more than 300,000 people globally and generates annual revenues exceeding $86 billion. In China, PepsiCo has a strong presence with manufacturing facilities, distribution networks, and innovative products tailored to local tastes. As a Key Account Manager, B2B in Shanghai, you'll contribute to PepsiCo's mission of delivering sustainable growth while creating more smiles with every sip and every bite.

Role Overview

The Key Account Manager, B2B (KAM, B2B) role at PepsiCo in Shanghai is a strategic position focused on nurturing enterprise-level relationships in the B2B segment. Reporting to sales leadership, you'll serve as the primary point of contact for key clients, driving revenue growth through tailored solutions in the dynamic food and beverage sector. This full-time role demands a blend of sales acumen, strategic thinking, and client-centricity, offering the chance to impact PepsiCo's expansion in China's competitive market. With Shanghai's vibrant business ecosystem, you'll engage with top enterprises in e-commerce, retail, and beyond.

Key Responsibilities

Client Relationship Management

Build and maintain strong, long-term relationships with key enterprise B2B clients. Act as the primary point of contact for strategic accounts, ensuring client satisfaction and loyalty. Deeply understand client business needs and provide tailored PepsiCo solutions to drive mutual growth.

Business Development & Growth

Identify opportunities to expand existing accounts through upselling and cross-selling PepsiCo products. Develop comprehensive account strategies to achieve revenue targets and maximize profitability. Collaborate with sales leadership to design and execute growth plans for key accounts.

Strategic Account Planning

Conduct regular business reviews with clients to assess performance and uncover future opportunities. Create account plans that align with both client objectives and PepsiCo's goals. Monitor market trends and competitor activities to anticipate client needs proactively.

Cross-Functional Collaboration

Work closely with product, marketing, and operations teams to deliver seamless solutions. Coordinate with customer support to resolve issues quickly and effectively. Provide valuable client feedback to internal teams to influence product development and service improvements.

Performance Monitoring & Reporting

Track account performance against KPIs and revenue targets. Prepare regular reports and presentations for senior management on account status. Leverage data-driven insights to recommend strategies for account optimization.

Contract & Negotiation Management

Lead contract negotiations with key accounts to secure favorable terms. Ensure compliance with company policies and legal requirements. Maintain accurate records of agreements and renewals.

Qualifications & Requirements

To succeed in this role, candidates need a Bachelor’s degree in Business Administration, Marketing, Sales, or a related field; an MBA is a plus. You should bring a minimum of 5 years of experience in B2B sales, account management, or business development, with a proven track record of managing enterprise-level clients and achieving revenue targets. Experience in e-commerce, digital platforms, or technology-driven industries is preferred.

Key skills include strong negotiation, communication, and presentation abilities; excellent relationship-building and client management; an analytical mindset for interpreting data; proficiency in CRM systems, Microsoft Office Suite, and digital tools; and the capacity to manage multiple accounts under tight deadlines. Personal attributes such as strategic thinking, results-driven approach, professionalism, integrity, self-motivation, adaptability, and resilience are essential.

Benefits & Perks

PepsiCo offers a premium compensation package for this role, estimated at $65,000 - $95,000 USD annually (based on Food & Beverage sector rates in Shanghai with a 5-10% buffer). Beyond salary, enjoy performance-based bonuses, comprehensive health insurance, retirement plans, and wellness programs. Additional perks include subsidized meals, transportation allowances, and access to state-of-the-art facilities in Shanghai. PepsiCo invests in your well-being with mental health support, fitness reimbursements, and family-friendly policies.

Career Growth

At PepsiCo, career progression is a reality. This KAM role serves as a launchpad for advancement into senior sales leadership, regional management, or global account roles. Benefit from PepsiCo's robust leadership development programs, mentorship opportunities, and internal mobility across Asia-Pacific and beyond. Many alumni of similar roles have risen to executive positions, leveraging PepsiCo's global network for exponential growth.

Why Join Us

Join PepsiCo in Shanghai to be part of a company that's not just selling products but shaping the future of sustainable snacking and beverages. Work with innovative teams on cutting-edge B2B strategies in China's booming market. Enjoy a collaborative culture that values diversity, inclusion, and innovation. PepsiCo's commitment to sustainability—through initiatives like PepsiCo Positive (pep+)—means your work contributes to positive environmental and social impact. In Shanghai, thrive in a fast-paced, rewarding environment with unparalleled brand prestige.

Role FAQs

What is the work culture like at PepsiCo in Shanghai?

PepsiCo fosters a dynamic, inclusive culture emphasizing collaboration, innovation, and work-life balance. Expect hybrid flexibility, team-building events, and a focus on employee development.

Is relocation support provided?

For qualified international candidates, PepsiCo offers relocation assistance including visa support and housing allowances.

What are the key performance metrics for this role?

Success is measured by revenue growth, client retention rates, upsell achievements, and KPI attainment in account management.

Does this role involve travel?

Moderate travel within China to client sites and PepsiCo facilities, with advance planning.

How does PepsiCo support professional development?

Through tailored training, online courses, certifications, and leadership programs like the PepsiCo Executive Leadership Development initiative.