Director, Commercial Planning & Execution – Crafted Beverages (AFH)

Overview

The Director, Commercial Planning & Execution – Crafted Beverages (AFH) is responsible for translating strategy into executable commercial plans that accelerate the growth of PepsiCo’s Crafted Beverages portfolio within the Away From Home (AFH) business.

This role leads commercial planning, unit economics, cross functional orchestration, and marketplace execution—ensuring Crafted Beverages scale with financial discipline, operational excellence, and strong customer adoption.

The leader partners deeply with AFH channel teams, Marketing, Sales, Finance, Supply Chain, COEs, and distributor partners to drive executional excellence, deliver high quality launches, and support strategic growth across AFH.

Responsibilities

Commercial Strategy & Planning for Crafted Beverages:

• Partner with Marketing to develop annual AOP plans, KPIs, and portfolio horizon plans.
• Build portfolio and concept level P&Ls (ingredients, inclusions, equipment, labor) and scale scenarios through 2028–2030.
• Define pricing, margin guardrails, and deal constructs; partner with Sales on customer agreements and rollout waves.
• Establish governance, metrics, and dashboards to track trial, repeat, attach rate, assortment availability, and unit economics—driving timely course corrections.

AFH Commercial Leadership & Channel Strategy Integration:

• Shape the AFH Crafted Beverages commercial strategy in alignment with PepsiCo
• Beverages US AFH priorities and long term channel goals.
• Leverage AFH market dynamics and performance insights to identify whitespace, optimize execution, and strengthen the customer value proposition.
• Ensure Crafted priorities tie into the broader AFH Recreation, Retail, and Foodservice strategies, including Fountain/BIB portfolio alignment where relevant.

Cross Functional Leadership & Operating Model Execution:

• Serve as the commercial / sales lead on all ITM calls and project workstreams to ensure timelines, KPIs, and commercialization readiness milestones are achieved.
• Orchestrate alignment across Pepsi Equipment Services, COEs, Finance/RGM, CCO/New Business Sales, Distributor Sales, Stage Gate/Hopper, and Channel teams to streamline execution.
• Act as the primary connector between Sales, Marketing, Supply Chain, Finance, and external SMEs to maintain integrated execution excellence.,
• Provide executive updates to internal stakeholders regarding launch readiness, commercial guardrails, timelines, and overall progress.

Stage Gate & Commercialization Leadership (AFH):

• Lead and influence the commercialization of new Crafted Beverages initiatives within AFH, ensuring Stage Gate alignment and timely, high quality launches.
• Partner with cross functional partners to ensure viable equipment models, supply availability, and operational feasibility for all Crafted platforms.

Sales Capability Building & Customer Facing Leadership:

• Lead national and regional sales support to secure prestige and growth partnerships in AFH.
• Lead AFH sales trainings, informational rollouts, and frontline capability activation for new Crafted offerings.
• Support customer engagement, sales narratives, and selling tools to accelerate adoption across key AFH segments.

Insights, Analytics & Forecasting:

• Partner with Forecasting & Planning to develop volume forecasts and business plans aligned to AFH channel and Crafted strategy.
• Use syndicated tools (e.g., IRI/Nielsen) and internal analytics to shape pricing, customer targeting, performance management, and portfolio decisions.

Compensation & Benefits:

• The expected compensation range for this position is between $132,200 - $262,400.
• Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.
• Bonus based on performance and eligibility target payout is 25% of annual salary paid out annually and an additional target payout of 10% of annual salary is paid out over 3 years following the end of the performance period.
• Long term incentive equity may be awarded based on eligibility and performance.
• Paid time off subject to eligibility, including paid parental leave, vacation, sick, and bereavement.
• In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility: Medical, Dental, Vision, Disability, Health, and Dependent Care Reimbursement Accounts, Employee Assistance Program (EAP), Insurance (Accident, Group Legal, Life), Defined Contribution Retirement Plan.<