About PepsiCo

PepsiCo is one of the world's leading food and beverage companies, with a diverse portfolio that includes iconic brands like Pepsi, Lay's, Gatorade, and Tropicana. Operating in over 200 countries, PepsiCo employs over 300,000 people globally and generates annual revenues exceeding $90 billion. In India, PepsiCo has a strong presence through its beverages and snacks divisions, partnering with bottlers to deliver refreshment and joy to millions. The company is committed to sustainable growth, innovation, and fostering a high-performance culture. As a leader in the FMCG sector, PepsiCo offers unparalleled opportunities for professionals to drive business impact in a dynamic ecosystem.

Role Overview

The Lead – Sales Development & Franchise Governance role in Gurugram, Haryana, is a high-impact leadership position within PepsiCo's Beverages division. Reporting as an extension of the Beverages General Manager's office, this role bridges strategic vision with execution across the PepsiCo-bottler ecosystem. You will drive governance, align stakeholders, and ensure disciplined performance through data-driven reviews. Ideal for strategic thinkers with deep FMCG experience, this position demands influencing senior leaders without formal authority in a fast-paced, ambiguous environment.

Strategic Impact

This role translates leadership intent into actionable plans, owns Annual Operating Plans (AOP) and Joint Business Plans (JBP), and leads key forums like Quarterly Commercial Councils and Monthly Organizational Reviews. It's pivotal for fostering alignment between PepsiCo teams and bottlers in sales development and franchise standards.

Key Responsibilities

Your core duties will span strategic support, planning, governance, and transformation:

• Act as a strategic bridge across Beverages ecosystem, including leadership, Marketing, Insights, Franchise, Channel, RGM, Finance, GTM, Commercial Capability, and Supply Chain teams.
• Support GM in developing medium- and long-term strategies using data, research, and insights; translate into executable plans with performance tracking.
• Own end-to-end AOP & JBP processes: define priorities, build narratives, integrate cross-functional inputs, and develop volume projections (YoY, MoM, Geo x Brand x Pack).
• Ideate and execute Quarterly/Monthly business initiatives like Sales Incentive Programs, Brand Contests, and Portfolio Consumer Programs with bottler leadership.
• Drive governance forums: Quarterly Commercial Councils (CC), Monthly Organizational Reviews (MOR), Weekly Operating Councils (WOC); ensure 9 Franchise Fundamentals compliance.
• Lead high-impact projects: Big data clustering, weather-integrated forecasting, PO1 optimizations, and channel-specific programs (TT sampling, WS promotions, AFH architecture, Rural automation, E-Comm initiatives).
• Support new launches with volume forecasting, launch playbooks, KPIs, and data insights for commercialization.

Qualifications & Requirements

To succeed, you need a strong foundation in FMCG and leadership:

• Education: MBA from a top Business School.
• Experience: Minimum 5 years post-MBA; at least 3 years in FMCG with frontline role like Area Sales Manager.
• Technical Skills: Advanced Excel, PowerPoint; data analysis, dashboards, performance reviews.
• Core Competencies: Strategic thinking, business acumen, exceptional communication, high ownership, project management, stakeholder influence, tech-savviness, ambiguity tolerance.

This role suits ambitious professionals ready to operate in high-pressure settings with curiosity for data and automation.

Benefits & Perks

PepsiCo offers a premium compensation package tailored for top talent:

• Competitive salary estimated at 65-95 LPA, with performance-based incentives and bonuses.
• Comprehensive health insurance, including family coverage and wellness programs.
• Generous leave policy, flexible work options, and employee assistance programs.
• Learning and development: Access to global training, leadership programs, and MBA sponsorships.
• Modern office in Gurugram with amenities like gym, cafeteria, and transport.
• Stock options, retirement benefits, and product perks.

Career Growth

At PepsiCo, this role is a launchpad for senior leadership. High performers advance to GM roles, regional heads, or global assignments. With cross-functional exposure, you'll build a robust network and skills in strategy, governance, and sales. PepsiCo's commitment to internal mobility ensures 70% of leadership roles are filled internally, backed by mentorship and stretch assignments.

Why Join Us

Join PepsiCo to be part of a legacy brand driving India's beverage market. Work on transformative projects in a collaborative culture that values innovation and ownership. In Gurugram's vibrant hub, enjoy proximity to industry leaders while contributing to sustainable growth. PepsiCo's focus on pep+ (PepsiCo Positive) aligns purpose with performance, offering meaningful impact.

Role FAQs

Q: What is the reporting structure? A: Direct extension of Beverages GM's office, with matrixed interactions across functions.

Q: Is travel required? A: Moderate travel to bottler locations and channels across India.

Q: What tools are used? A: Excel, PowerPoint, data dashboards, automation tools for forecasting and reviews.

Q: Frontline experience mandatory? A: Yes, minimum 3 years as Area Sales Manager or equivalent for ground-level insights.

Q: How to apply? A: Submit resume via PepsiCo careers portal; shortlisted candidates contacted within 2 weeks.