Обязанности: · Lead the transformation of commercial model to accelerate growth for the BCCA. Responsible for building transformational capabilities plans for Top tier bottlers based on 5 and 3 year annual JBP capabilities plans with the aim to define roadmaps and contract PepsiCo on the support requires as well as ensure investment from bottlers side to drive the agenda. · Own Perfect Store, GTM, and DX capabilities assessment; ensure organization assessment is run every 2 years, capabilities build-up 3/5 years depending on bottler tier and AOP roadmaps are at place, establish forums to govern action plans implementation · Invent, wire and maintain methodology of Perfect Store and DX calculation for three horizons – long-term, AOP, fact vs plan. Build and put at place clear process of In-store Execution building blocks development to feed ACP/AOP for all categories & sub-channels · Own Wargaming- Competitors capabilities tracking and Roadmaps adjustments accordingly · TT/ OT- equip bottler to drive market share in a sustainable manner supported by elevated perfect store execution powered by digitization to execute & track optimized GTM and FL Sales force capabilities building: o Define and Lead with the bottler Perfect store concept, including advanced Segmentation, Shopper value offer, Retailer value offer, Picture of success codified, set KPIs and Compliance tracking o Lead and coordinate outlets/ channels prioritization o Propose based on analysis key category drivers of growth and lead discussion with other functions and ways of their implementation o Support category planning processes, range reviews incl NPDs and embedding Perfect Store principles with all our customers and channels. o Create Picture of success and execution standards to be tracked monthly per channel, clusters, etc (MHL, Top SKU distribution, Coolers, listings, etc.) o Lead sales analysis process on regular basis, evaluation of key Sales/ PS KPIs leveraging scorecards and track implementation of recommendation for each channel by Sales team, course- correction if required o Build system how to cascade to Sales forces PS KPIs in the most effective way. Develops First Focus and Motivation programs specifications to achieve PS targets o Lead commercial effective business solutions implementation incl PS digital tracking process like SFA/IR landing, B2B platforms, etc. o Lead FL Sales force capabilities building Capability build: · Act as a center of DX/ GTM and Sales Ops/Frontline capabilities excellence for the BU organization · Drives Perfect Store, GTM and Sales ops/Frontline capabilities agenda within the organization, leads training programs & selling tools for Sales, Marketing, Revenue etc. teams on PepsiCo Picture of Success blueprints across categories / sub-channels · Serves as SPoC for Global Perfect Store, leverages region resources to drive capability in Central Asia, reports Central Asia Perfect Store and Operational Plan / Delivery to Global team · Take responsibility for planning and setting objectives for the team. Provide input for discussion on re-prioritization and implementation of necessary changes. · Take responsibility for creating new processes and systems to transition the team into new ways of working. Ensure that as the new working model is implemented that there is on-going review and feedback from internal clients and drive through any changes which are required. Требования: Experience: · Have minimum +7 years’ experience preferably from top tier consulting or within a top 5 FMCG player, ideally in sales, finance, planning, analytics preferably within beverages/Foods · University degree · Fluency in English · Experience and in-depth understanding of execution development and implementation · Ability to convert business plans into volume and revenue figures · Analytically strong with ability to sort through multiple data sources · Strong persuasion and influencing skills – cross-functional and at Senior leadership team level · Flawless oral and written presentation skills · Strong leadership and change management skills · Ability and the desire to redesign processes and systems to create more efficiencies within the team · Self starter with ability to make decisions and act autonomously · Understanding of digital technologies, IT literacy · Knowledgeable of the latest trend in shopper & consumer research · Cross functional capabilities: Commercial, Business Development, Finance, Insights, Marketing and Innovation etc. Skill set: · Transformational & Inspirational Leadership · Strong facilitation and questioning skills, including flexibility in approach to problem solving and ability to push beyond the obvious to spot ideas and find innovative and better solutions · Ability to build deep trusting, collaborative relationships and create strong interdependencies · High drive and results oriented spirit · Experimental set of mind, ‘pragmatic creativity’, desire to test & learn in-store interventions