Commercial Senior Manager, Customer Discount Agreement

ph3Overview /h3 pThe bCDA Senior Manager /b is responsible for leading the optimization, governance, deployment, and performance management of PepsiCo’s bCustomer Discount Agreement (CDA) /b framework across Europe and EMEA. The role acts as the central owner of the regional CDA agenda, ensuring that customer investments, trade terms, and commercial spend are managed with maximum transparency, consistency, compliance, and return on investment. The position combines bstrategic program leadership /b, bcommercial governance /b, bfinancial performance management /b, and bcross-functional capability building /b to improve the effectiveness and defensibility of trade spend across markets and channels. The role requires close collaboration with bSales, Finance, RGM, Supply Chain, IT, Commercial Operations, and market leadership teams /b to embed harmonized ways of working and enable scalable commercial excellence. /p pThe CDA Senior Manager also owns the accountability to support development of a standardized Western European (WE) pricing model to reduce complexity and support long term strategy. /p pbMain Objective /b /p pDrive profitable growth and maximize return on commercial investments by optimizing PepsiCo’s European CDA framework through governance, harmonization, transparency, analytics, and capability development. /p pbPurpose of the Role /b /p pThe purpose of the role is to: /p ul liEstablish a bbest-in-class CDA governance model /b across Europe and EMEA. /li liDrive project to develop Pricing model across the Operating Unit. /li liImprove bpay-for-performance discipline /b across all customer investments. /li liEnable bdata-driven CDA spend allocation decisions /b. /li liIncrease btrade spend transparency and accountability /b. /li liHarmonize CDA processes, reporting, and controls across countries. /li liSupport markets in embedding scalable and compliant CDA ways of working. /li liQuantify and track the financial impact of CDA initiatives and optimization measures. /li liDrive long-term commercial capability and process maturity across the organization. /li /ul h3Responsibilities /h3 pb1. CDA Framework Optimization /b /p ul liLead the continuous optimization of the European CDA framework to improve:ul liSpend effectiveness. /li liROI. /li liTransparency. /li liCompliance. /li liCommercial defensibility. /li /ul /li liSimplify and standardize CDA processes across markets. /li liIdentify process gaps, inefficiencies, and control weaknesses. /li liDefine best-practice trade term structures and governance principles. /li liEnsure alignment between commercial strategy and customer investment architecture. /li /ul pb2. CDA Framework Roll‑Out Transformation /b /p ul liLead and coordinate CDA framework deployment projects across Europe and EMEA. /li liSupport markets with:ul liProcess implementation. /li liChange management. /li liTraining. /li liGovernance adoption. /li liSystem integration. /li /ul /li liPartner with market teams to ensure local applicability while maintaining regional standards. /li liDrive cross‑functional alignment across commercial and operational teams. /li /ul pb3. European CDA Governance /b /p ul liEstablish and lead a harmonized European CDA governance model. /li liDefine:ul liRoles responsibilities. /li liApproval processes. /li liEscalation paths. /li liKPI frameworks. /li liCompliance standards. /li /ul /li liDrive governance routines including:ul liQuarterly business reviews. /li liSpend reviews. /li liInvestment tracking. /li /ul /li liEnsure customer investments comply with internal policies and financial controls. /li /ul pb4. Pay‑for‑Performance Spend Effectiveness /b /p ul liDrive a pay‑for‑performance mindset across customer investments. /li liAnalyze CDA spending effectiveness by:ul liCustomer. /li liSub‑Channel. /li liSpend Bucket. /li liGo‑to‑market. /li /ul /li liIdentify:ul liHigh‑return investment areas. /li liInefficient spend. /li liLeakage. /li liNon‑value‑accretive trade terms. /li /ul /li liRecommend optimized spend allocation strategies to maximize ROI and profitable growth. /li /ul pb5. Trade Spend Transparency Reporting /b /p ul liBuild harmonized reporting standards across Europe and EMEA. /li liEstablish end‑to‑end trade spend visibility across:ul liMarkets. /li liCustomers. /li liChannels. /li liInvestment types. /li /ul /li liDevelop dashboards and analytics enabling:ul liPerformance management. /li liNegotiation preparation. /li liInvestment prioritization. /li liGovernance compliance. /li /ul /li liPartner with Finance and IT teams to improve reporting automation and data quality. /li /ul pb6. Benefit Tracking Financial Impact Measurement /b /p ul liBuild a structured benefit tracking framework for CDA initiatives. /li liMeasure financial impact of:ul liTrade term changes. /li liGovernance improvements. /li liProcess harmonization. /li liSpend optimization initiatives. /li /ul /li liTrack:ul liGross profit impact. /li liROI improve