NKA and AFH Lead Pakistan

7 days ago

Lahore, Punjab, Pakistan PepsiCo Full time 1,500,000 - 2,500,000 per year

Overview
The NKA and AFH Lead Pakistan will be responsible for driving growth in the Away From Home (AFH) vertical through strategic management of International & Local Accounts, including Foodservice and recreation channels. This dual role combines end-to-end Key Account Management with Channel Development, ensuring PepsiCo's portfolio is activated, visible, and delivering profitable growth across customer touchpoints.

Responsibilities
Key Responsibilities

  • Key Account Management
  • Lead and manage strategic AFH customers (International & Local Chains, Eateries, Recreation Channels).
  • Own the complete customer lifecycle: negotiations, joint business planning, targeting, conversions, activations, renewals, and retention.
  • Build and strengthen long-term partnerships with key customers to maximize value creation.
  • Drive incremental beverage transactions and portfolio expansion within accounts.
  • Collaborate with Bottlers and internal stakeholders to ensure seamless execution and delivery.
  • Identify and capture white space opportunities within AFH to drive growth.
  • Manage budget planning, allocation, and tracking to deliver agreed financial KPIs.
  • AFH Channel Management - Indies & Other AFH
  • Partner with Global and Local PepsiCo/Bottling teams to define and execute the AFH channel strategy.
  • Develop channel playbooks, toolkits, and best practices to drive consistency and effectiveness.
  • Ensure channel hygiene, compliance, and capability building across the ecosystem.
  • Leverage consumer insights, market data, and analytics to shape strategy and decision making.
  • Track and deliver on channel KPIs (volume, share, distribution, execution metrics).
  • Build capability of our partners on AFH (leveraging International AFH community / best practices and playbooks) to support the above growth agenda and actively partner with them to build and execute the transformation plan to deliver against the growth agenda.
  • Own Annual Plan, 3-Year Plan and Contractual agreements for all AFH topics
  • Equipment Management (Coolers, Vending & Post-Mix Machines)
  • Oversee end-to-end equipment management: procurement, deployment, maintenance, and execution.
  • Work closely with bottling partners and equipment suppliers to ensure availability and service reliability.
  • Drive optimization of equipment utilization to enhance visibility and sales in the AFH channel.
  • Cross-Functional Collaboration
  • Partner with Marketing, Supply Chain, Finance, and Bottlers to ensure aligned business objectives.
  • Drive joint business planning (JBPs) with customers and bottling partners.
  • Act as the AFH voice of customer and channel in internal discussions, ensuring execution excellence.

Qualifications

  • MBA/BBA or equivalent from a reputable organization
  • Understanding of the business, knowledge of industry and competitive activity, marketing, media and trade marketing
  • 5 - 7 years' experience, out of which over 2-3 years in FMCG
  • Proficiency in information technology and towering strength on data management and related tools
  • Exhibits towering strength in analytical skills / strong financial skills
  • Strong interpersonal and communication skills
  • Strong data-driven decision-making and analytical skills.
  • Excellent communication, stakeholder management, and collaboration skills.

Key Competencies

  • Customer Centricity & Relationship Building
  • Strategic Thinking & Execution Excellence
  • Negotiation & Influence
  • Cross-Functional Collaboration
  • Business & Financial Acumen
  • Data Analytics & Insight Generation

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