Руководитель отдела продаж в канале электронной торговли,, Москва Ленинградский пр.

Обязанности:

Business Strategy and P&L Leadership

• Lead the Po1 Digital Commerce commercial strategy, ensuring delivery of profitable, sustainable growth across Pure Players and Omni-channel customers.

• Own full P&L responsibility, driving revenue, margin, and trade efficiency to meet business targets.

• Translate strategic objectives into actionable commercial and operational plans.

Customer and Channel Development

• Build and strengthen long-term partnerships with key customers (Samokat, Yandex.Lavka, Ozon, X5, Magnit, Lenta) through joint business planning and value creation programs.

• Drive RGM framework integration to ensure profitable growth across the digital commerce portfolio.

• Lead annual negotiation cycles, innovation planning, and omnichannel execution excellence.

Innovation and Growth Acceleration

• Identify and scale online-exclusive innovations and assortment opportunities to grow PepsiCo’s e-commerce share.

• Partner cross-functionally to enhance conversion, pricing, and assortment strategies using shopper and digital insights.

• Ensure agility in activating innovations and new business models within the digital landscape.

Team Leadership and Talent Development

• Lead, engage, and develop a high-performing Digital Commerce sales team, fostering a culture of ownership, accountability, and continuous learning.

• Implement clear performance management, career development, and succession planning practices.

• Build digital commercial capabilities in line with WCCE framework to strengthen organizational readiness for future growth.

Digital Enablement and Analytics

• Champion adoption of AI/ML, advanced analytics, and digital tools to improve forecasting, execution, and decision quality.

• Integrate digital shelf and data-driven insights into commercial planning and performance tracking.

Cross-Functional and Executive Influence

• Represent Po1 Digital Commerce within the broader Commercial Leadership Team, ensuring alignment with priorities.

• Influence internal stakeholders and global teams to secure resources, investments, and innovation pipelines.

• Act as an external thought leader, positioning PepsiCo as a leading Digital commerce partner in the market.

Требования:

Commercial Leadership

• Proven track record of delivering strong revenue and profit growth within sales or commercial leadership roles.

• Deep understanding of route-to-market strategies and profitability drivers across FMCG or consumer goods channels.

Digital Commerce Expertise

• 7+ years of experience managing or partnering with e-commerce platforms, marketplaces, and omnichannel retailers.

• Strong understanding of digital ecosystem —from dark store operations and fulfilment economics to digital shelf architecture and search optimization, RMN.

• Demonstrated success in implementing revenue growth management (RGM) practices in digital channels.

Strategic and Analytical Thinking

• Ability to translate complex market insights and analytics into actionable commercial strategies.

• Skilled in scenario planning, P&L management, and long-term business modeling within highly competitive environments.

• Competence in leveraging digital analytics, AI/ML tools, and automation for improved sales performance.

Customer and Stakeholder Management

• Strong negotiation skills with experience in leading Joint Business Planning and partnership growth with top-tier customers.

• Capable of influencing cross-functional and senior stakeholders to drive alignment and execution excellence.

• External orientation with a partnership mindset built on trust, agility, and shared value delivery.

Innovation and Change Leadership

• Strong change management and problem-solving skills to lead business transformation and digital acceleration.

• Entrepreneurial, future-oriented mindset with the ability to challenge norms and pilot new commercial models.

• High learning agility and adaptability to industry disruption and evolving customer behaviors

Team Leadership and Talent Development

• Proven ability to build, coach, and retain high-performing teams, creating an environment of accountability and empowerment.

• Experience leading multifunctional or matrixed teams, ideally in a digital commerce or transformation context.

• Succession planning mindset with a focus on capability building and career development.