Overview

The Head of Traditional Trade Sales Channel Poland leads a dynamic Sales organization of more than 400 professionals, driving performance across traditional trade channel including independent TT grocery stores, Local chains, Wholesale and Cash & Carry.

This role holds full responsibility for the channel’s P&L and is accountable for shaping and executing strategic vision for the Traditional Trade channel across Po1 PepsiCo portfolio: Beverages and Snacks. Traditional Trade Head of Sales will play pivotal role in shaping TT strategy, ensuring operational in-field execution excellence, delivering financial objectives, leading and developing sales team. This role is part of Poland PepsiCo leadership team and reports directly to Poland Pepsico General Manager.

Responsibilities

• Lead and inspire a large, diverse sales team to deliver sustainable growth and operational excellence.
• Own total channel financial performance, leads and develops the customer Annual Operating Plans to deliver Gross sales, Net Revenue, Share, Executional Key Performance Indicator’s (KPI), and sales targets.
• Provides customer/channel expertise and leadership to drive development of appropriate strategic and tactical plans within business unit.
• Build and maintain strategic partnerships with key TT customers, ensuring PepsiCo is the partner of choice in the TT space.
• Ensure flawless execution of TT business agenda and programs, innovations, and activations at point of consumption. Drive execution of category plans in TT for a broad portfolio of snacks and beverages.
• Monitor performance metrics and take corrective actions to achieve business objectives.
• Cross-Functional Collaboration: partner with Marketing, Trade Marketing, Revenue Management, Finance, Supply Chain, Commercial, sector and global teams to deliver winning customer solutions.
• Represent TT voice in strategic planning, innovation pipelines, and go-to-market models.
• Team Leadership & Capability Building: lead, coach, and develop a high-performing TT sales team with a culture of accountability and results.

Qualifications

• Experience:
  • Minimum 10+ years of progressive experience in TT sales senior managerial roles, with a strong track record of delivering results.
• Strategic & Commercial Skills:
  • Solid experience in P&L management, analytics, strategic planning, and execution in complex, multi-channel environments.
  • Excellent negotiation and relationship-building capabilities with key customers and stakeholders.
• Leadership & Management:
  • Proven ability to lead large, geographically dispersed teams across field and office environments.
  • Strong people leadership skills, including coaching, talent development, and building high-performing teams.
• Market Knowledge:
  • Deep understanding of TT business models, customer dynamics, and market trends shaping the channel.
  • Traditional Trade channel operational excellence, deep understanding of channels execution KPIs and focus on performance.
  • Ability to anticipate and leverage emerging opportunities in TT segments.
• Education & Language:
  • University degree (Bachelor’s or higher) in Business, Economics, or related field.
  • Fluent in English and Polish (both written and spoken).