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 more than 300,000 people globally and generates annual revenues exceeding $90 billion. In China, PepsiCo has a strong presence, focusing on innovative products, sustainable practices, and market expansion in the fast-moving consumer goods (FMCG) sector. As a Sr. Territory Development Specialist in Lanzhou, you'll contribute to this legacy by driving territorial growth and execution excellence.

Role Overview

The Sr. Territory Development Specialist (Sr. TDS) role at PepsiCo in Lanzhou, Gansu, China, is pivotal for expanding market presence and boosting sales performance. This full-time position involves selling products, executing territory initiatives, and coaching frontline sales teams to achieve superior execution. Ideal for dynamic professionals with FMCG experience, this role offers the chance to work with key accounts and distributors, ensuring compliance with Gold Merchandising Standards (GMS) while opening new stores to grow PepsiCo's footprint.

Why This Role Matters

In China's competitive FMCG landscape, territories like Lanzhou represent untapped potential. You'll escalate execution issues, provide coaching, and foster team development, directly impacting revenue growth and brand visibility.

Key Responsibilities

As Sr. TDS, your core duties focus on sales, merchandising, and team leadership:

• Sell new products, promotions, and merchandising initiatives to key accounts and distributors, building strong partnerships.
• Ensure all stores in your territory meet PepsiCo's Gold Merchandising Standard (GMS) for optimal product visibility and sales.
• Collaborate with area units (AU) to identify potential direct-service accounts from distribution centers (DC), streamlining operations.
• Expand the sales network by opening new A&B class stores, increasing market penetration.
• Escalate key account execution issues and non-compliance for swift AU support, driving continuous improvement.
• Coach market developers (MD) through hands-on work, one-on-one feedback, and effective weekly team meetings to elevate performance.

Qualifications & Requirements

PepsiCo seeks proven performers for this senior role:

• 3-5 years of sales experience, including time in the FMCG industry, with expertise in new business development and managing stable large accounts.
• College degree or above.
• Strong negotiation, professional selling skills, sales planning, and time management abilities.
• Preferred: Strong data analysis skills to inform strategic decisions.
• Excellent execution, team player mindset, passion, and quick learning aptitude.
• Mandarin fluency required; English proficiency preferred.
• Good computer skills, particularly Microsoft Office suite.

What Sets Top Candidates Apart

Candidates with a track record of turning around underperforming territories or launching new markets will excel. Your ability to analyze data, coach teams, and execute flawlessly aligns with PepsiCo's high-performance culture.

Benefits & Perks

PepsiCo offers a premium compensation package tailored for top talent in China:

• Competitive base salary estimated at $65,000-$95,000 USD annually (adjusted for local market with 5-10% buffer), plus performance bonuses.
• Comprehensive health insurance, including medical, dental, and vision coverage.
• Retirement savings plans with company matching.
• Paid time off, parental leave, and flexible work options.
• Employee discounts on PepsiCo products and partnerships.
• Wellness programs, gym memberships, and mental health support.

Career Growth

At PepsiCo, this Sr. TDS role is a launchpad for advancement. High performers move into regional management, national sales leadership, or cross-functional roles in marketing and supply chain. PepsiCo invests in talent through leadership training, mentorship programs, and global rotations. Many alumni have risen to executive positions, leveraging the company's commitment to diversity and inclusion.

Professional Development Opportunities

Access PepsiCo University courses, certifications in sales excellence, and data analytics tools. Annual performance reviews ensure clear growth paths.

Why Join Us

Join PepsiCo in Lanzhou to be part of a global powerhouse driving consumer delight in China. Work on innovative campaigns, collaborate with diverse teams, and contribute to sustainability goals like reducing plastic waste and promoting healthier products. Enjoy a supportive culture emphasizing work-life balance, innovation, and recognition. In the heart of Gansu province, you'll shape PepsiCo's future while advancing your career in a vibrant market.

Role FAQs

What is the work schedule like?

This full-time role involves field work in Lanzhou territory, weekly team meetings, and flexible hours focused on execution and coaching.

Is relocation support provided?

PepsiCo offers relocation assistance for qualified candidates moving to Lanzhou.

What are the next career steps?

Top performers advance to Area Manager or National Key Account roles within 2-3 years.

Does this role require travel?

Local travel within the Lanzhou territory; occasional regional meetings.

How does PepsiCo support work-life balance?

Through flexible scheduling, wellness initiatives, and generous PTO policies.