About PepsiCo

PepsiCo is one of the world's largest food and beverage companies, with iconic brands consumed over a billion times daily across more than 200 countries. In Brazil since 1953, PepsiCo boasts recognized brands like QUAKER, TODDY, TODDYNHO, ELMA CHIPS, RUFFLES, DORITOS, GATORADE, PEPSI, and more. Joining PepsiCo means becoming part of a culture that welcomes all people, encourages authenticity, and fosters positive global impact. From frontline roles to leadership, PepsiCo empowers curious thinkers and change agents to transform the future.

Role Overview

The Sales Development Manager position in São Paulo, Brazil, is a pivotal leadership role within PepsiCo's commercial team. You will spearhead the evolution of the Distributor Excellence Program across Brazil, collaborating with sales teams to ensure strategic execution of annual operational cycles. This role focuses on sustainable performance growth—both horizontal and vertical—across all territories in PepsiCo's distribution network. As the guardian of channel strategies, you will drive implementation, audits, training, and performance monitoring to elevate distributor operations.

Key Impact Areas

Your work will directly influence distributor adherence to processes, KPI achievement, and strategic GTM (Go-to-Market) models, ensuring efficient client reach and profitability.

Key Responsibilities

• Lead, promote, and evolve the PepsiCo Brazil Distributor Excellence Program through collaborative partnerships with commercial teams.
• Act as guardian of channel strategies, ensuring stakeholder implementation and annual program updates tied to recognition initiatives.
• Lead training agendas and sustain program execution across the annual operational clock.
• Conduct monthly activity tracking, on-site/remote audits, and annual recertifications based on model adherence and contractual requirements.
• Implement Local and LATAM strategic plans, supporting all related demands.
• Monitor Juntos strategy performance with deep-dive diagnostics and action plans.
• Track key channel KPIs (commercial, financial, logistics, legal, HR) from internal/external perspectives.
• Analyze 3PD operations P&L and support action plans.
• Participate in multifunction forums, operational agendas, and territory GTM evaluations.
• Support new partner onboarding, assessments, compliance, and industry know-how training.

Qualifications & Requirements

To succeed, candidates need:

• A completed Bachelor's degree in Administration, Economics, Engineering, or related fields.
• Proven experience in the consumer goods industry, particularly in GTM, RTM, or commercial areas.
• Strong knowledge of distributor management dynamics, including relationships, KPIs, and channel challenges.
• Participation in sales transformation projects is a plus.
• Advanced proficiency in Microsoft Office (Word, Excel, PowerPoint); experience with PowerBI, Nielsen, IQVIA, IBGE, Geofusion, or Neogrid is advantageous.
• Expertise in P&L management and financial KPIs.
• Intermediate to Advanced English (desirable).
• Availability for national travel.

Benefits & Perks

PepsiCo offers a rewarding package including competitive salary estimated at $65,000-$95,000 USD yearly (based on Brazil food & beverage sector rates with buffer), comprehensive health benefits, and performance incentives. Enjoy a hybrid work model in vibrant São Paulo, professional training programs, and access to global resources. Additional perks include team-building events, wellness initiatives, and contributions to sustainable practices.

Career Growth

This role provides a launchpad for advancement in PepsiCo's sales and operations leadership. Gain exposure to LATAM strategies, cross-functional projects, and high-impact distributor networks. PepsiCo invests in talent through mentorship, leadership development, and internal mobility, positioning you for roles in regional management or global commercial strategy.

Why Join Us

At PepsiCo Brazil, you'll thrive in an inclusive environment that values diversity and innovation. Influence iconic brands, drive real business transformation, and contribute to a better world. São Paulo's dynamic market offers unparalleled growth in the food & beverage sector, with PepsiCo's global backing ensuring stability and opportunity.

Role FAQs

What is the work location and travel requirement?

Based in São Paulo, SP, with national travel for audits and meetings.

Is English mandatory?

Intermediate/Advanced English is desirable for strategic alignment.

What tools will I use?

Microsoft Office essential; PowerBI and analytics tools preferred.

How does this role impact PepsiCo's performance?

Directly elevates distributor excellence, KPIs, and sustainable growth.

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