Senior Manager, Commercial Capability & Excellence

Overview

Strengthen PepsiCo China Beverage commercial capability through a systematic approach to capture, codify, and redeploy global playbooks, sector priorities, and cross-market best practices. Build fit-for-purpose capability programs and workshops to upgrade bottler sales and commercial team capability. Lead commercial cycle design and process governance by integrating commercial and cross-functional teams through clear frameworks and ways of working. Drive standardization of commercial processes, data, analytics, metrics, reporting, and routines to improve planning quality, execution consistency, and value realization in “One Commercial” view. Design capability assessments and a multi-year commercial capability roadmap to build a future-fit commercial organization enabled by digital tools, learning platforms, dashboards, and reporting routines.

Responsibilities

• Commercial capability strategy: Develop and manage a structured commercial capability agenda, capability assessment approach, and multi-year roadmap aligned with business strategy and market priorities.

• Playbook and best practice deployment: Translate global playbooks, sector priorities, and cross-market practices into clear, practical tools and local execution guidance for China Beverage.

• Bottler capability building: Design and facilitate fit-for-purpose capability workshops with bottler teams, covering commercial fundamentals, sales execution, channel / customer trends, GTM, RGM, emerging business architypes and emerging market momentum.

• Commercial cycle and process governance: Lead the design and management of commercial cycle frameworks, governance routines, decision forums, and ways of working across commercial and cross-functional teams.

• Standardization and continuous improvement: Standardize key commercial processes, templates, data definitions, reporting routines, and collaboration mechanisms to improve planning quality and execution consistency.

• Digital and analytics enablement: Promote adoption of digital tools, learning platforms, dashboards, and performance metrics to support digital capability deployment, process discipline, and value tracking.

• Stakeholder integration: Partner with franchise, commercial, marketing, RGM, finance, supply chain, HR, sector / global teams, and bottlers to align priorities and ensure effective implementation.

• Change management and communication: Drive adoption of new ways of working through clear communication, stakeholder engagement, training reinforcement, and feedback loops.

Qualifications

• 8+ years of experience in top FMCG / strategic consulting firms, with solid experience in commercial, sales strategy, commercial excellence, sales capability, or business planning roles.

• Understand commercial fundamentals, including GTM, channel/customer management, sales execution, commercial planning, RGM, and performance management.

• Understand franchise business, ways of collaborating with bottlers via influence skills and thought leadership.

• Proven ability to translate strategy, playbooks, and best practices into practical tools, processes, training programs, and execution routines.

• Strong analytical and structured problem-solving skills, with ability to diagnose capability gaps, define priorities, and link initiatives to measurable business impact.

• Excellent stakeholder management and influencing skills, with ability to work across commercial, cross-functional, sector/global, and bottler teams without direct authority.

• Strong communication, facilitation, and change management capability, with confidence to lead workshops, align senior stakeholders, and drive adoption of new ways of working.

• High-potential talent with learning agility, business curiosity, ownership mindset, and ability to operate independently in an individual contributor role.

• Work well in a matrix organization and handle ambiguity and pressure with ownership and resilience.

• Potential to serve as future talent pipeline for RGM, commercial strategy, or planning and strategy team leader roles.