PepsiCo

Overview

Sales Sr Account Representative- KAM Grocery, SodaStream Australia

Position Description

Job Title:

KAM Grocery

Job Code:

J00005790

Job Level:

L08

PEP Title:

Sales Sr Account Representative

Reporting to:

Head of Sales, Australia

Location:

SodaStream Australia Head Office – Knoxfield, Melbourne

Purpose of the Position

SodaStream is seeking a highly skilled and strategic KAM-Grocery to join our Australian team. This critical role is responsible for the strategic development and management of our relationships with two of Australia's largest grocery retailers, Coles and Woolworths. You will be the primary point of contact for these key accounts, driving sales growth and expanding SodaStream's market share within the grocery channel. The ideal candidate will have a proven track record of managing similar accounts and a deep understanding of the Australian retail landscape. The role will report directly to the Head of Sales.

Responsibilities

Key Responsibilities

• Account Leadership & Strategy: Serve as the primary contact for Coles and Woolworths. Develop and execute strategic joint business plans that align with both SodaStream's and the retailers' objectives. Proactively identify and secure new business opportunities to drive sustainable growth.
• Sales & Performance Management: Achieve and exceed sales targets and key performance indicators (KPIs) for assigned accounts. Analyse sales data, market trends, and competitor activity to create actionable insights and optimize product ranging, placement, and promotional campaigns.
• Relationship Management: Cultivate and maintain strong, collaborative relationships with key stakeholders at all levels within Coles and Woolworths. Lead regular business reviews to present performance results, discuss future strategies, and ensure strong partnerships.
• Cross-Functional Collaboration: Work closely with internal teams, including Marketing, Supply Chain, Finance, and Trade Marketing, to ensure seamless execution of account plans. Collaborate with our field sales team to ensure strong in-store execution and consistent brand messaging.
• Forecasting & Budgeting: Develop accurate sales forecasts and manage budgets for Coles and Woolworths. Monitor financial performance and work to optimize profitability for both SodaStream and the retail partners
• Any other duties as required.

Skills Required / Core Competencies

• Forecasting accuracy
• Interpreting Sales Report into Category Insights
• Delegation and Empowerment
• Budget Control
• Business Planning
• Customer relationship management
• Sales Strategies
• IBP procedures and processes
• Communication

Qualifications

Experience and Qualification

• Experience: A minimum of 5-7 years of experience as a Key Account Manager, with a demonstrated history of successfully managing Coles and/or Woolworths accounts. Proven experience within the FMCG (Fast-Moving Consumer Goods) sector is essential.
• Skills: Exceptional negotiation, communication, and presentation skills. Strong analytical and problem-solving abilities, with proficiency in sales analysis and forecasting tools.
• Education: A bachelor’s degree in business, marketing, or a related field is highly regarded.
• Personal Attributes: A proactive and results-oriented individual who thrives in a fast-paced environment. Must be highly organized, self-motivated, and possess the ability to build trust and influence at all levels.