About PepsiCo

PepsiCo is one of the world's leading food and beverage companies, with a portfolio that includes iconic brands like Pepsi, Lay's, Gatorade, and Quaker. Operating in over 200 countries, PepsiCo employs over 300,000 people globally and generates annual revenues exceeding $90 billion. In Poland, PepsiCo has a strong presence, focusing on innovation in beverages (BEVE) and snack categories (SNK). The company is committed to sustainable growth, positive agriculture, and turning healthier snacks into the norm. Joining PepsiCo means contributing to a dynamic organization that values results-driven professionals passionate about the food and beverage industry.

Role Overview

PepsiCo's Away From Home sales team is seeking a Lead Key Account Manager in Warsaw, Poland. In this pivotal role, you will independently collaborate with global and local gastronomy clients, build and implement long-term development plans, and launch new product platforms. As a member of a 4-person Key Account Management (KAM) team reporting to the QSR & Restaurants Channel Sales Manager, you will play a key role in shaping strategies for the Away From Home channel, including Quick Service Restaurants (QSR) and restaurants. This position offers direct impact on revenue growth, P&L responsibility, and innovation in e-commerce and marketing activations.

Why This Role Stands Out

Work with Poland's largest and most renowned gastronomy clients. Actively contribute to new strategies for BEVE and SNK categories, tailored to channel specifics. Lead the development and market introduction of innovative product solutions. Drive dedicated marketing activations to boost beverage incidence and build e-commerce tools for the channel.

Key Responsibilities

Your daily tasks will focus on driving profitability and growth:

• Build enduring business relationships with key clients in the gastronomy sector.
• Deliver on business targets such as Net Revenue and Gross Profit, with full P&L accountability.
• Conduct analyses, formulate recommendations, and co-develop business strategies.
• Enhance PepsiCo brand image through tailored marketing activations.
• Negotiate contracts and business terms with clients.
• Develop and launch new product platforms and categories.
• Collaborate with PepsiCo's international offices on joint projects.

Qualifications & Requirements

To succeed, bring the following expertise:

• Minimum 2-3 years as a KAM working with chain clients in gastronomy, Away From Home, or FMCG, including e-commerce experience.
• Deep understanding of financial indicators and decision-making based on P&L analysis.
• Results-oriented mindset with strong collaboration across functions.
• Excellent communication, negotiation, and influence skills using business arguments.
• Strategic thinking, high analytical abilities, and project management experience.
• Team management experience preferred, plus relationship-building skills.
• Quick adaptability to change.
• Fluent in English and Polish (spoken and written).
• Higher education degree.

Candidates advancing to interviews will receive initial remuneration details for transparent discussions.

Benefits & Perks

PepsiCo offers a competitive package in a hybrid model (3 days/week at Warsaw's Plac Konesera office):

• Company car for professional use.
• Quarterly performance bonus.
• Private medical care.
• Life insurance coverage.
• Multisport card for fitness and recreation.
• Private pension plan.
• Employee assistance programs, including free financial advisor consultations.

Career Growth

This role provides exposure to global projects, cross-functional teamwork, and leadership opportunities. With PepsiCo's emphasis on internal mobility, high performers advance to senior sales, channel management, or international roles. Develop expertise in e-commerce, P&L management, and gastronomy trends while building a network across PepsiCo's European operations.

Why Join Us

Be part of a winning team shaping the future of beverages and snacks in Poland's dynamic Away From Home channel. Enjoy direct influence on strategies, work with top-tier clients, and thrive in a supportive environment that rewards innovation and results. PepsiCo's hybrid model, premium benefits, and culture of high motivation make this an ideal step for ambitious sales professionals.

Role FAQs

Q: What is the work model? Hybrid: 3 days in the Warsaw office (Plac Konesera), flexibility otherwise.

Q: Is team management required? Preferred but not mandatory; focus is on individual contribution and collaboration.

Q: What salary information is available? Disclosed to interview candidates for transparent negotiations.

Q: What channel experience is key? Gastronomy, QSR, restaurants, or FMCG with e-commerce knowledge.

Q: Language requirements? Fluent Polish and English essential for client and global interactions.