The Senior Director, Go-To-Market (GTM) for International Beverages will lead the design and execution of GTM strategies across key international markets to drive superior execution, frontline capability, productivity, and commercial performance. This strategic role will focus on evolving sales and distribution models, optimizing frontline capabilities, building the right digital ecosystem using in-house and 3rd party vendors, and enabling execution excellence across diverse geographies. The Senior Director will collaborate closely with global and regional teams to shape the IB's GTM transformation agenda and ensure alignment with PepsiCo's long-term commercial strategy.
Key Responsibilities:
1. GTM Strategy & AOP Execution
- Lead the development and execution of IB's GTM Annual Operating Plan (AOP), ensuring alignment with IB-wide growth, revenue, and execution goals.
- Define and evolve GTM strategies for direct and indirect markets, enabling scalable, market-tailored execution models.
- Own productivity, cost efficiency, and selling/delivery standards across IB, in collaboration with commercial, finance, and market unit leads.
2. Performance Management & Market Execution
- Drive executional excellence by embedding consistent KPIs, scorecards, and operational governance across IB markets.
- Ensure strong market performance enabling IB to deliver against Net Revenue, Volume, Service, and Productivity targets.
- Partner with Commercial, and Bottling teams to identify performance gaps and implement course corrections.
3. Execute Strategic Digitalization initiatives including eB2B
- Champion digital and process modernization to enhance route efficiency, customer service, and in-store execution.
- Drive global priority digitalization projects such as retailer digital ordering (eB2B), future of frontline roles and driving GTM roadmap for anchor markets towards advanced, AI based selling capabilities.
4. Team Leadership & Capability Building
- Lead and develop a high-performing GTM team across international markets, fostering a culture of accountability, growth, and executional excellence.
- Build and develop GTM and Commercial tribes, a forum to seed cross collaboration and learnings across Bottlers.
- Execute functional capability agendas focused on sales planning, frontline enablement, route optimization, and delivery excellence.
- Build the next generation of GTM leaders by mentoring talent, creating succession plans, and leading training initiatives.
5. Cross-Functional & Bottler Collaboration
- Cultivate strong partnerships with cross-functional leaders including Commercial, RGM, Perfect Store, and Regional teams to align on GTM priorities and initiatives.
- Partner closely with PepsiCo Global Capability, S&T and Commercial groups to align agenda and enable seamless execution.
- Act as a key GTM point of contact for bottling partners, ensuring joint business planning, aligned execution models, and performance accountability.
- Drive the transformation agenda in partnership with regional, and global stakeholders to future-proof IB's route-to-market systems.
6.Productivity and Transformation
- Lead and execute the transformation of selling and distribution networks, including territory redesigns and infrastructure upgrades.
- Identify and implement structural opportunities to streamline the S&D ecosystem, unlocking cost savings and commercial agility.
Qualifications:
. Experience:
- 15+ years of experience in Go-To-Market, Sales Operations, Commercial Strategy, or General Management within FMCG or Beverage sectors.
- Core beverages experience across multiple international markets is required, with a strong understanding of category dynamics, execution levers, and bottler/distributor partnerships.
- Proven track record of leading GTM transformations and executional improvement across diverse international markets.
- Experience managing complex field organizations and/or bottler relationships across a matrixed environment.
. Skills & Competencies:
- Strong strategic and operational leadership, with deep understanding of channel dynamics, frontline selling systems, delivery infrastructure, and market archetypes.
- Deep understanding of digitalizing sales force and integrated commercial capabilities, including Sales Force Automation (SFA), AI based suggested orders, image recognition-based execution and eB2B ecosystem strategy to digitize retail.
- Excellent people leadership skills with demonstrated success in building and scaling high-performing teams.
- Outstanding cross-functional collaboration, influencing, and change management skills.
- Ability to synthesize insights, lead through ambiguity, and drive consistent execution across diverse geographies.
. Education:
- Bachelor's degree in Business, Marketing, or related field required MBA or equivalent advanced degree preferred.
