Key Account Manager (m/f/d) - New Business | Away-from-Home (AFH)

Overview At PepsiCo, we’re more than just iconic brands — we’re a team of 2,000+ passionate people across 11 countries, working together to deliver great-tasting products that consumers enjoy every day. With over 70 years in the region, we operate from 7 key locations — including 4 headquarters and 4 production sites — and offer a portfolio of 16 brands, from global icons like Pepsi and Lay’s to local favorites like Duyvis and Schwip Schwap. We’re committed to sustainability, innovation, and community impact. If you’re looking to grow your career with purpose, we’d love to hear from you. The Key Account Manager – Business Development (Away-from-Home) is responsible for driving new business acquisition and strategic growth across key AFH channels, including QSR, Travel, Leisure, Retail and Convenience. With a strong focus on hunting, this role identifies and converts new business opportunities, builds senior-level customer relationships and develops tailored commercial strategies to unlock incremental revenue. The position plays a critical role in expanding PepsiCo’s presence in the Away-from-Home market by combining entrepreneurial thinking, strong negotiation skills and cross-functional collaboration. Success in this role is defined by the ability to win new customers, grow market share and build sustainable, long-term partnerships. The role is posted internally until 18.05.2026 Responsibilities Identify, prioritize and acquire new strategic customers across Away-from-Home channels (e.g. QSR, Travel, Leisure, Retail & Convenience) Drive end-to-end new business development, from prospecting and pitch development to negotiation and contract closure Build and maintain strong relationships with senior decision-makers (C-level, Buying, Category Management) Develop tailored commercial strategies including portfolio, pricing, distribution and activation plans Lead contract negotiations and manage complex business cases, including investment and profitability assessments Collaborate closely with cross-functional teams (Marketing, Supply Chain, Finance, Category) to deliver customer solutions Leverage market insights, consumer trends and competitive intelligence to identify growth opportunities Ensure successful onboarding and implementation of newly acquired customers Track and manage pipeline, performance and KPIs related to new business acquisition Represent PepsiCo at industry events, trade fairs and customer meetings to build network and generate leads Qualifications Bachelor’s degree in Business Administration, Marketing, Sales or a related field (Master’s degree is a plus) Several years of experience in Key Account Management, Sales or Business Development, ideally within FMCG, Foodservice or Away-from-Home channels Proven track record in new business acquisition (“hunting”) and successfully closing complex deals Strong understanding of the Away-from-Home landscape (e.g. QSR, Travel, Leisure, Retail, Convenience) Excellent negotiation and influencing skills, with the ability to engage senior stakeholders (C-level, Buying, Category Management) Strong commercial and financial acumen, including experience with pricing, business cases and investment decisions Ability to work cross-functionally and manage multiple stakeholders internally and externally Highly self-driven, entrepreneurial mindset with a strong results orientation Strong analytical and problem-solving skills Excellent communication and presentation skills Fluent in German and English (written and spoken) Deine Aufgaben Identifikation, Priorisierung und Gewinnung neuer strategischer Kunden in relevanten Away-from-Home-Kanälen (z. B. QSR, Travel, Leisure, Retail & Convenience) Steuerung des gesamten New-Business-Prozesses – von der Lead-Generierung über Pitch-Entwicklung bis hin zu Verhandlung und Vertragsabschluss Aufbau und Pflege von Beziehungen zu Senior Stakeholdern (z. B. C-Level, Einkauf, Category Management) Entwicklung maßgeschneiderter kommerzieller Strategien (Portfolio, Pricing, Distribution, Aktivierungsmaßnahmen) Führung von Vertragsverhandlungen sowie Steuerung komplexer Business Cases inklusive Investitions- und Profitabilitätsanalysen Enge Zusammenarbeit mit cross-funktionalen Teams (Marketing, Supply Chain, Finance, Category) Nutzung von Marktanalysen, Konsumententrends und Wettbewerbsinformationen zur Identifikation von Wachstumschancen Sicherstellung eines erfolgreichen Onboardings und der Implementierung neuer Kunden Steuerung und Monitoring der Pipeline sowie relevanter KPIs im Bereich New Business Repräsentation von PepsiCo bei Branchenveranstaltungen, Messen und Kundenterminen Dein Profil Abgeschlossenes Studium im Bereich Betriebswirtschaft, Marketing, Vertrieb oder eine vergleichbare Qualifikation (Master von Vorteil) Mehrjährige Erfahrung im Key Account Management, Vertrieb oder Business Development, idealerweise im FMCG-, Foodservice- oder Away-from-Home-Umfeld Nachweisbare Erfolge in der Neukundengewinnung (“Hunting”) und im Abschluss komplexer Deals Sehr gutes Verständnis der Away-from-Home-Landschaft (z. B. QSR, Travel, Leisure, Retail, Convenience) Ausgeprägte Verhandlungs- und Kommunikationsfähigkeiten sowie Erfahrung im Umgang mit Senior Stakeholdern Starke kommerzielle und finanzielle Kompetenz (Pricing, Business Cases, Investitionsentscheidungen) Erfahrung in der Zusammenarbeit mit cross-funktionalen Teams und verschiedenen Stakeholdern Hohe Eigeninitiative, unternehmerisches Mindset und starke Ergebnisorientierung Analytische Denkweise sowie ausgeprägte Problemlösungsfähigkeiten Sehr gute Kommunikations- und Präsentationsfähigkeiten Fließende Deutsch- und Englischkenntnisse in Wort und Schrift #J-18808-Ljbffr Ultimate.ai