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, and Tropicana. Operating in over 200 countries, PepsiCo generates annual revenues exceeding $86 billion and employs more than 300,000 people globally. In Georgia, PepsiCo has a strong presence, driving innovation in snacks and juices while supporting local communities through sustainable practices and economic growth. As a Regional Sales Manager for Snacks & Juice in Tbilisi, Saburtalo, you'll be at the forefront of PepsiCo's expansion in the Caucasus region, contributing to category leadership in a dynamic FMCG market.

Role Overview

The Regional Sales Manager Snacks & Juice role in Tbilisi, Saburtalo, Georgia, is a pivotal leadership position within PepsiCo's sales organization. Reporting to senior sales leadership, you'll oversee distributor management, sales planning, trade marketing, and team performance for dedicated sales forces handling 3PD and Direct Juice Sales in Tbilisi and Rustavi. This full-time role demands a strategic mindset to develop annual operational plans (AOP), set KPIs, and execute go-to-market (G2M) strategies that drive volume growth across channels and brands. With a focus on PepsiCo's BIG3 working methods, in-store execution standards, and commercial policies, you'll ensure high productivity and market penetration in the competitive snacks and juice categories.

Strategic Impact

In this role, you'll shape sales strategies that align with PepsiCo's global standards while adapting to local market dynamics in Georgia. Expect to spend time in the field coaching Territory Sales Managers (TSMs), negotiating with key customers, and analyzing performance data to exceed targets.

Key Responsibilities

Your day-to-day will involve a blend of strategic planning, hands-on execution, and team leadership:

• Distributor management: Build strong business relationships, co-develop sales channel strategies, and enhance distributor sales teams through joint projects.
• Sales planning: Create AOP for dedicated teams, set volume targets, KPIs, and monthly SDOs for TSMs, while planning activities within budget constraints.
• Sales and trade marketing: Implement PepsiCo Juice category strategies, G2M models, negotiate with major clients (OT & TT), develop commercial programs, and ensure in-store execution with POS materials.
• Performance control: Monitor TSM individual and team results, enforce sales plans, discount structures, and PepsiCo standards.
• Working methods and training: Collaborate with Caucasus Sales Capability to implement BIG3 methods, deliver trainings, and conduct field work with teams.
• HR management: Recruit TSMs and SPVs per PepsiCo standards, manage team performance, monitor turnover, and implement C&B systems.
• Budgeting and cooperation: Optimize budgets for volume uplift, partner with Finance, Legal, Marketing, and Sales Capability heads.
• Reporting: Track performance, analyze competition, and produce monthly reports.

Qualifications & Requirements

To succeed, candidates need:

• Higher education (Bachelor's degree or equivalent).
• 5+ years of professional experience in sales or commerce within the FMCG sector.
• 2+ years of managerial experience leading sales teams.
• Strong PC skills for planning, reporting, and analysis.
• Fluency in Georgian; English at B1+ level for cross-functional collaboration.
• Proven negotiation, leadership, communication, and analytical skills.

PepsiCo values candidates who thrive in fast-paced environments, demonstrate route productivity focus, and align with our performance-driven culture.

Benefits & Perks

PepsiCo offers a comprehensive package designed to reward excellence and support work-life balance:

• Competitive salary estimated at $25,000 - $37,000 USD annually, based on Food & Beverage sector rates in Georgia with a 5-10% buffer, plus performance bonuses.
• Health insurance, paid time off, and employee assistance programs.
• Access to PepsiCo University for leadership and functional training.
• Company vehicle or transportation allowance for field work.
• Opportunities for international mobility within PepsiCo's global network.
• Discounts on PepsiCo products and partnerships with local wellness providers.

Career Growth

At PepsiCo, career progression is merit-based. As Regional Sales Manager, you'll gain exposure to senior leadership, cross-functional projects, and regional strategies. High performers advance to roles like National Sales Director, Category Head, or international assignments. PepsiCo's robust talent development includes mentorship, 360-degree feedback, and succession planning, with many executives starting in field sales positions like this one.

Why Join Us

Joining PepsiCo in Tbilisi means being part of a global powerhouse committed to sustainable growth, innovation, and positive impact. In Georgia's evolving FMCG landscape, you'll lead transformative initiatives for snacks and juices, build a high-performing team, and contribute to PepsiCo's market dominance. Enjoy a premium work culture emphasizing integrity, collaboration, and results, all while advancing your career in a supportive, inclusive environment.

Role FAQs

Q: What is the work schedule?
A: Full-time with flexibility for field visits in Tbilisi and Rustavi; expect 40-50 hours weekly including some weekends for client meetings.

Q: Is relocation support provided?
A: Local candidates preferred; inquiries for relocation discussed case-by-case.

Q: What tools does PepsiCo provide?
A: Advanced sales software, CRM systems, company laptop, and vehicle for field operations.

Q: How does PepsiCo measure success?
A: Through volume targets, KPI achievement, team turnover rates, and execution scores on in-store standards.

Q: Are there travel requirements?
A: Regional travel within Georgia; occasional trips to Caucasus hubs.

This role offers a unique opportunity to elevate your FMCG career with PepsiCo. Apply today and drive the future of snacks and juice sales in Georgia.