Global Account Manager, PepsiCo, Food + Beverage

Date: Jan 2, 2021

Location: Home Office/Remote, -, US

Company: Aptar Group

Global Account Manager PepsiCo

Location:  North America

Reports to: Vice President Global Accounts



Position Summary



Global Account Leader with the primary responsibility to create strategic relationships with the customer in order to achieve Aptar’s and the customer’s business goals and social responsibility objectives.

Develop customized value proposition to connect Aptar’s offering and strategy with the customer’s needs and intiatives. Leverage all of Aptar’s organization to achieve the business results and create competitive advantage.

Drive sales growth and margin improvement through the development and execution of Global Account Strategic Plans.  The GAM’s task is to work with our Regional Account Teams and our Customer to establish a collaborative, joint value proposition and road map that will enable both parties to reach short term (2-3 years) and long term (5 year plan) targets measured against mutually agreed KPI’s.  The GAM will lead the account planning and strategy development process, and review with the Head of Global Accounts and Directoire. He/She is responsible for the development and execution of the road map in conjunction with the Global Account Team. His / Her position has a level of visibility and influence both inside as outside the organization.


Job Elements & Position Responsibilities




Assigned customers:

  • Pepsico Global – 70% – all business segments (beverage, snacks, juices, water, quaker, ….)
  • Feihe North America – 10% – in conjunction with Chinese counterpart
  • Nestlé North America – 20% – Be the Bridgepoint to the Nestlé GAM to execute strategy in NA


Strategic Customer Engagement

  • Use the ‘One company model’ as our strategic engagement tool
  • Develop relationships on multiple levels for x-functional team engagement
  • Create joint plans, KPIs and scorecards for value capture and delivery
  • Develop an adequate governance structure to ensure relationship stays strategic
  • Position Aptar capabilities, assets and key initiatives to connect strategically to highest levels.


Customer and team leadership

  • Responsible for achieving targeted growth in co-operation with Regional KAMs
  • Preparation of 5 year strategic plan with KAMs, GMDs. Presenting to the Vice President, Global Accounts and relevant Directoire members for approval (with annual strategy check); ensure cross-functional involvement, buy-in and ownership. Actively involve the client in the development and execution of our five-year plan including presenting the final plan to the client to solicit buy in/approval.
  • Works with KAM’s and Regional Team in developing regional/global action plans, monitors progress
  • Support the GMD in Strategy Development and Execution including the identification of potential opportunities for development collaboration with customers
  • Prepare with the client the annual global review
  • Oversee successful execution of customer specific plans 
  • Organize and lead the Global KAM meeting at the relevant interval including budget review  
  • Ensure that Aptar is leveraging the success across the regions
  • With the help of the different GMDs, identify the client’s needs and support the sale of Aptar’s innovation
  • Resolve conflicts between alternative products, production locations and escalates as appropriate
  • In case of critical issues, ensure appropriate response and corrective actions is in place.
  • Oversee and challenge Regional Account budgets, reach agreement with regional Sales Leaders and VP, Global Accounts; ensure alignment with regional team incl. CAPEX
  • Drive through process for possible Acquisitions or green field opportunities linked to the client.
  • Develop a network of contacts within the client base and assign relationship owners within Aptar

Commercial and Negotiation Lead

  • Validate the appropriate offers with the Regional head of sales to secure the business
  • With the support of the VP Global Accounts lead the negotiations for global contract s
  • Agree with relevant stakeholders any commercial concessions (prices, terms, inventory etc.)
  • Ensure the G15 process is adhered to by all of those working within the Global Accounts Organisation (i.e. KAMs). Lead G15 elaboration and documentation.
  • Contract management and compliance; guaranteeing that all contractual obligations are met.


Resource Management & Reporting

  • Lead through a matrix organization the global resources responsible for delivering and executing the activity with Global Clients.
  • Lead the regional KAM teams for plan development, execution and monitoring.
  • Keep regional management informed according to RACI chart.
  • Provide input in iplan for KAMs and review regularly performance.
  • Align with Sales Director for any new hire, change or re-assignment of KAMs. (RACI)
  • Analyze the financial results a regular basis.
  • Deliver on the reporting requirements (monthly, quarterly and annually)



Required Qualifications, Experience, & Capabilities


  • Bachelors in Business or Marketing, MBA an advantage
  • 8 – 10 years long term sales experience with global account management or equivalent experience in global operating environment
  • Mindset of ‘never give up’ and always see the positive. Curious and eager to learn.
  • Strong relationship builder and excellent communication skills.
  • Ability to lead without authority and motivate others, including her/himself
  • Demonstrated leadership capabilities and ability to achieve sustained results
  • Team player with proven ability to work across functions internally and with the client
  • Strategic thinker, able to develop creative solutions to address customer/market needs and challenges
  • Implement customer value management philosophy
  • Understanding of relevant filling process requirements, and how our products/technology will react in our customer operational environment
  • Basic technical proficiency, and capability to understand relevant technology and recognize how these can be applied to generate opportunity within focused markets
  • Experience working with multinational clients, including demonstrated capability to navigate such large/complex organizations to develop key relationships and drive results
  • Willing to travel extensively – greater than 50%
  • Experience in working with multicultural team