About PepsiCo

PepsiCo is one of the world's leading food and beverage companies, with an iconic portfolio that includes beloved brands like Pepsi, Gatorade, Frito-Lay, Quaker Oats, Naked Juice, and IZZE. Operating in over 200 countries, PepsiCo employs more than 300,000 people dedicated to delivering innovative products that bring joy to consumers while advancing sustainable business practices. In the foodservice division, PepsiCo powers growth for distributors and operators across diverse segments, from healthcare and hospitality to recreation venues. As a global leader, PepsiCo invests heavily in employee development, offering dynamic career paths in sales, marketing, and operations. Joining PepsiCo means becoming part of a company committed to positive change, including reducing environmental impact and fostering inclusive workplaces.

Role Overview

The Operator Territory Manager (OTM) role at PepsiCo is a pivotal position within the Food Service Distributor Sales team, focused on driving growth for PepsiCo's foodservice lines including Frito-Lay, Quaker Oats, Gatorade, Naked Juice, and IZZE. Based in the vibrant Seattle, Washington market, this full-time role combines account management, new business development, and strategic partnership building. OTMs execute targeted initiatives to expand sales in street accounts and key customer segments like healthcare, workplaces, hospitality, lodging, and recreation facilities such as theme parks and stadiums. With a salary range of $66,900 to $111,950, plus a 15% performance bonus, this position offers substantial earning potential alongside comprehensive benefits. Ideal for sales professionals with foodservice or CPG experience, the OTM thrives in a fast-paced environment, leveraging data-driven insights to boost profitability for customers and PepsiCo alike.

Key Responsibilities

As an Operator Territory Manager, you'll play a hands-on role in territory expansion and customer success. Primary duties include acquiring, growing, and developing new and existing accounts within your assigned Seattle-area sales territory. You'll accelerate sales growth by deploying specific products, promotions, and programs tailored to increase volume and profit. Managing a diverse customer base—from street businesses to large recreation venues—you'll establish strategic partnerships for sustainable, long-term growth. Collaboration is key: work closely with Region Directors, Area Sales Managers, and Merchant Distribution Managers (MDMs) to prioritize and execute development plans. Support distributor activities such as food shows, sales meetings, and blitzes. Analyze business trends using insights to pinpoint opportunities, adhere to Gold Standard Work-With Protocols, and activate local marketplace initiatives. Build customer satisfaction through superior service, defining needs based on their business priorities, models, customers, and competitors.

Daily Impact

Expect to handle multiple projects with superior organization, influencing skills to secure commitments, and exceptional results orientation. This role demands self-starters who excel independently while communicating effectively across organizational levels.

Qualifications & Requirements

PepsiCo seeks candidates with a Bachelor's degree preferred or equivalent relevant work experience. You must be based in the Seattle market and possess food service or consumer packaged goods (CPG) experience, along with prior sales and customer service backgrounds. Key soft skills include strong thought-leadership, team management, opportunity identification, prioritization, and extensive knowledge of the company landscape for effective networking. Technical proficiencies encompass superior organization, time management for juggling projects, and data analysis for business trends. Influencing, communication, collaboration, and impact skills are essential at all organizational levels. A self-starter mindset with high personal initiative is non-negotiable. A valid driver's license and safe driving record are strongly preferred, and you must be authorized to work in the United States. PepsiCo considers qualified applicants with criminal histories per applicable laws.

Benefits & Perks

PepsiCo offers a robust compensation package for the Operator Territory Manager. Base salary ranges from $66,900 to $111,950, influenced by location, skills, experience, and education—your recruiter will provide specifics. Eligible employees receive a 15% annual performance bonus. Paid time off includes 15 vacation days, 10 holidays, 10 sick days (accruing 1 day per month in year one), up to 3 days bereavement leave, and 6 weeks paid parental leave. Comprehensive benefits encompass medical, dental, vision, disability, health and dependent care reimbursement accounts, Employee Assistance Program (EAP), accident, group legal, and life insurance. A Defined Contribution Retirement Plan rounds out the package, supporting long-term financial wellness.

Career Growth

At PepsiCo, career advancement is a reality for high performers. OTMs gain exposure to senior leaders, distributor networks, and cross-functional teams, building skills transferable to Area Sales Manager, Region Director, or broader commercial roles. PepsiCo's commitment to development includes training programs, mentorship, and performance-based promotions. Many alumni advance to national sales leadership, leveraging the company's global scale for international opportunities. In foodservice, you'll master strategic account management, data analytics, and market expansion—skills in high demand across industries.

Why Join Us

Choose PepsiCo for a premium career in a company that values innovation, sustainability, and employee success. Work on iconic brands impacting millions daily, in a collaborative Seattle-based role with work-life balance via generous PTO. Enjoy competitive pay, bonuses, and benefits that prioritize your well-being. PepsiCo's inclusive culture empowers diverse talent, fostering thought-leadership and impact. Contribute to growth in dynamic sectors like hospitality and recreation, with tools for measurable results. This is your chance to drive PepsiCo's foodservice dominance while advancing personally and professionally.

Role FAQs

What is the salary range for this position?

The expected range is $66,900 - $111,950 USD annually, plus a 15% target bonus based on performance.

Is relocation assistance provided?

Candidates must be based in the Seattle market; no relocation support mentioned.

What experience is required?

Food service/CPG sales, customer service, and distributor experience preferred, with strong sales acumen.

Is a degree mandatory?

Bachelor's preferred, but equivalent experience is accepted.

What benefits stand out?

Comprehensive health coverage, PTO, parental leave, retirement plan, and performance incentives.

How does PepsiCo support work-life balance?

Generous vacation, holidays, sick leave, and parental leave for eligible full-time employees.