Sr. Manager, New Business Development - Crafted Beverages

Overview

The Sr. Manager, New Business Development - Crafted Beverages is a highly influential commercial leader responsible for driving new customer acquisition, enabling pilot to scale commercialization, and building the multi year pipeline that fuels Crafted's expansion across Away From Home channels.

This role blends strategic selling, concept commercialization, and cross functional orchestration, ensuring Crafted offerings-including bases, syrups, and inclusions-land successfully and scale with quality and velocity.

The role is an individual contributor but requires strong cross functional leadership, customer fluency, and the ability to manage long cycle enterprise selling while enabling rapid learning pilot environments.

Responsibilities

Crafted Commercialization & Enablement:

• Develop customer ready commercial assets-selling decks, menu mockups, unit economics one pagers, and training materials-to communicate the full Crafted offer (Bases, Syrups, Inclusions).
• Coordinate pilot readiness across Ops, Supply Chain, Equipment, and R&D; lead weekly operating rhythms to surface risks, resolve barriers, and ensure execution continuity.
• Analyze pilot performance (mix, attach, throughput, execution quality) and codify insights into repeatable commercialization playbooks for scale.

New Business Development:

• Build, qualify, and convert a robust pipeline of 30-50 prospective partners across multiple AFH segments, balancing acceleration and deprioritization based on commercial readiness.
• Lead long cycle enterprise selling, including discovery, brand fit evaluation, financial modeling, capability alignment, negotiation, and multi year contract closure.
• Partner with Marketing, Finance, Operations, Legal, and field Foodservice teams to craft competitive, insight driven proposals.
• Deliver world class customer service across all interactions; serve as a credible, proactive, trusted point of contact who builds confidence in the Crafted brand.
• Use data, analytics, and storytelling (Excel, PowerPoint, insights tools) to communicate compelling customer value propositions aligned to brand, operational, and financial levers.

Compensation & Benefits:

• The expected compensation range for this position is between $123,500 - $206,750.
• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.
• Bonus based on performance and eligibility target payout is 15% of annual salary paid out annually.
• Paid time off subject to eligibility, including paid parental leave, vacation, sick, and bereavement.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility: Medical, Dental, Vision, Disability, Health, and Dependent Care Reimbursement Accounts, Employee Assistance Program (EAP), Insurance (Accident, Group Legal, Life), Defined Contribution Retirement Plan.

Qualifications

• 5+ years in commercial enablement, category/sales strategy, customer marketing, or similar commercial roles.
• Excellent program management, "store back" problem solving, and ability to produce high quality executive deliverables.
• Demonstrated experience leading long cycle enterprise selling, including negotiation and contract closure.
• Strong communication skills with the ability to pivot messaging based on audience (customer decision makers, executives, cross functional partners).
• Ability to manage a high velocity, disciplined pipeline with outstanding internal and external follow through.
• High collaboration orientation; proactive engagement of stakeholders; strong alignment building.
• Bachelor's degree required; experience in CPG, chain restaurant, franchise systems, or AFH environments preferred.
• Up to 40% travel for customer visits, pilot support, capability sessions, and cross-functional working meetings.

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Our Company will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the Fair Credit Reporting Act, and all other applicable laws, including but not limited to, San Francisco Police Code Sections 4901-4919, commonly referred to as the San Francisco Fair Chance Ordinance; and Chapter XVII, Article 9 of the Los Angeles Municipal Code, commonly referred to as the Fair Chance Initiative for Hiring Ordinance.

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.

PepsiCo is an Equal Opportunity Employer: Female / Minority / Disability / Protected Veteran / Sexual Orientation / Gender Identity / Age

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