Perfect Store Lead BCCA, Po1

Key Accountabilities

1. Own the Perfect Store Strategy & Standards

• Define and continuously evolve the Perfect Store vision and execution standards for the category.
• Establish category-specific PICOS frameworks, execution KPIs, and success measures.
• Ensure consistent execution standards across markets while allowing appropriate local adaptation.
• Drive standardization and elimination of fragmented execution approaches across BCCA.

1. Lead Picture of Success (PICOS) Development

• Own development and governance of category PICOS standards.
• Define methodology & principles of the segmentation.
• Lead development of RVO (Retailer Value Offers): trading terms, Golden customers loyalty programs etc.
• Define assortment, availability, space, merchandising, secondary display, visibility, and activation requirements.
• Ensure execution standards are rooted in shopper, category, and retailer insights.
• Drive annual reviews and continuous improvement of execution standards.

1. Drive Execution Excellence & Compliance

• Establish clear execution KPIs and compliance scorecards.
• Lead performance tracking against Perfect Store standards.
• Identify execution gaps and develop corrective action programs.
• Manage Activation Calendar (Activity Grid) across channels, define split of activities between the categories to maximally deliver cross-category plan.
• Accountable for planning, development, execution, budget control, PS activities effectiveness analysis.
• Lead SDO (Sales Distribution Objectives) and other sales motivation activities to drive sales focus agenda for better execution results.
• Ensure execution standards are embedded into sales routines, incentives, and business reviews.
• Champion a culture of execution excellence across markets and channels.

1. Own Perfect Store Capability Building

• Build Perfect Store capabilities across Sales, Category, and Commercial teams.
• Develop execution playbooks, training programs, and best-practice sharing mechanisms.
• Identify, codify, and scale best practices across BCCA.
• Act as the organization's internal expert on execution excellence.

1. Lead Perfect Store Analytics & Digitalization

• Govern core Perfect Store KPIs and measurement frameworks.
• Drive adoption of digital tools, image recognition, sDNA, segmentation, and execution analytics.
• Leverage performance insights to continuously improve execution quality and ROI.
• Partner with Digital, Data & Analytics teams to enable future execution capabilities.

1. Enable Category Growth Delivery

• Support Annual Operating Plan development through execution-focused growth opportunities.
• Translate category strategy into actionable execution standards.
• Partner with Shopper Marketing and DX Planning to ensure seamless landing of initiatives in the market.
• Quantify and track commercial impact generated through execution improvements.

1. TEAM MANAGEMENT:

• Lead, empower and enable the cross market PS team to deliver against its PS AOP commitments.
• Actively collaborate with cross-functional teams to drive the Perfect Store agenda across BCCA.

Requirements

• Higher education (Economics, Marketing, Management or related fields)
• Min. 5yrs of experience in related areas (sales, commercial, trade/customer/shopper marketing, perfect store) within FMCG
• At least 3 years of people management experience; experience of managing managers with subordinates is a plus
• Expertise in the delivery of long-term insight-led strategy and vision through to the point of sales & shopper activations
• Strong statistical and analytical skills, ability to work with large quantities of data, and recognize trends and connections in data
• Demonstrated ability to work with Customer Senior Leadership, external agencies and with other markets
• Demonstrated entrepreneurial, leadership, interpersonal, and influence skills
• Excellent communication and presentation skills, and intellectual curiosity
• Strong influence and negotiation skills
• Broad-based business acumen and commercially savvy
• PC & software skills required (Excel, PowerPoint, Word) and experience with advanced analytical Tools
• English proficiency at Upper-Intermediate level or higher.

Overview

Own and elevate the Perfect Store agenda across BCCA (Belarus, Caucasus, Central Asia (KZ, KG, UZ)), transforming category strategy into best-in-class execution standards and measurable commercial outcomes. The role serves as the category organization's execution excellence leader, ensuring that PepsiCo's Picture of Success (PICOS), retailer and shopper value propositions, and execution standards are consistently translated into superior in-store execution across all channels and markets.

The Perfect Store Lead acts as the primary integrator between Category GMs, Sales teams, Shopper Marketing, DX Planning & Execution, and field organizations, ensuring execution becomes a competitive advantage and a source of sustainable growth.

Responsibilities

Key Accountabilities

1. Own the Perfect Store Strategy & Standards

• Define and continuously evolve the Perfect Store vision and execution standards for the category.
• Establish category-specific PICOS frameworks, execution KPIs, and success measures.
• Ensure consistent execution standards across markets while allowing appropriate local adaptation.
• Drive standardization and elimination of fragmented execution approaches across BCCA.

1. Lead Picture of Success (PICOS) Development

• Own development and governance of category PICOS standards.
• Define methodology & principles of the segmentation.
• Lead development of RVO (Retailer Value Offers): trading terms, Golden customers loyalty programs etc.
• Define assortment, availability, space, merchandising, secondary display, visibility, and activation requirements.
• Ensure execution standards are rooted in shopper, category, and retailer insights.
• Drive annual reviews and continuous improvement of execution standards.

1. Drive Execution Excellence & Compliance

• Establish clear execution KPIs and compliance scorecards.
• Lead performance tracking against Perfect Store standards.
• Identify execution gaps and develop corrective action programs.
• Manage Activation Calendar (Activity Grid) across channels, define split of activities between the categories to maximally deliver cross-category plan.
• Accountable for planning, development, execution, budget control, PS activities effectiveness analysis.
• Lead SDO (Sales Distribution Objectives) and other sales motivation activities to drive sales focus agenda for better execution results.
• Ensure execution standards are embedded into sales routines, incentives, and business reviews.
• Champion a culture of execution excellence across markets and channels.

1. Own Perfect Store Capability Building

• Build Perfect Store capabilities across Sales, Category, and Commercial teams.
• Develop execution playbooks, training programs, and best-practice sharing mechanisms.
• Identify, codify, and scale best practices across BCCA.
• Act as the organization's internal expert on execution excellence.

1. Lead Perfect Store Analytics & Digitalization

• Govern core Perfect Store KPIs and measurement frameworks.
• Drive adoption of digital tools, image recognition, sDNA, segmentation, and execution analytics.
• Leverage performance insights to continuously improve execution quality and ROI.
• Partner with Digital, Data & Analytics teams to enable future execution capabilities.

1. Enable Category Growth Delivery

• Support Annual Operating Plan development through execution-focused growth opportunities.
• Translate category strategy into actionable execution standards.
• Partner with Shopper Marketing and DX Planning to ensure seamless landing of initiatives in the market.
• Quantify and track commercial impact generated through execution improvements.

1. TEAM MANAGEMENT:

• Lead, empower and enable the cross market PS team to deliver against its PS AOP commitments.
• Actively collaborate with cross-functional teams to drive the Perfect Store agenda across BCCA.

Qualifications

• Higher education (Economics, Marketing, Management or related fields)
• Min. 5yrs of experience in related areas (sales, commercial, trade/customer/shopper marketing, perfect store) within FMCG
• At least 3 years of people management experience; experience of managing managers with subordinates is a plus
• Expertise in the delivery of long-term insight-led strategy and vision through to the point of sales & shopper activations
• Strong statistical and analytical skills, ability to work with large quantities of data, and recognize trends and connections in data
• Demonstrated ability to work with Customer Senior Leadership, external agencies and with other markets
• Demonstrated entrepreneurial, leadership, interpersonal, and influence skills
• Excellent communication and presentation skills, and intellectual curiosity
• Strong influence and negotiation skills
• Broad-based business acumen and commercially savvy
• PC & software skills required (Excel, PowerPoint, Word) and experience with advanced analytical Tools
• English proficiency at Upper-Intermediate level or higher.