[Skip to main content](#main-content) [ OpenNash ](https://opennash.com/) / [Jobs](https://jobs.opennash.com/) [ 01 Search jobs](https://jobs.opennash.com/search/)[ 02 Companies](https://jobs.opennash.com/explore/)[ 03 Hiring report](https://jobs.opennash.com/reports/hiring/)[ 04 AI assistants](https://jobs.opennash.com/connect/)[ 05 How it works](https://jobs.opennash.com/methodology/) PepsiCo · Beijing, China # GTM Senior Manager, Sales Bus Development Beijing, China Full-time Manager or lead Sales Listed on PepsiCo’s official careers site. Posted September 21, 2026. Check that it is still open and apply there. [Apply on PepsiCo’s careers site →](https://chinesecareers-pepsico.icims.com/jobs/476487/login) [OpenNash Jobs](https://jobs.opennash.com/) / [PepsiCo](https://jobs.opennash.com/companies/pepsico/) / GTM Senior Manager, Sales Bus Development ## Job description ### Overview Lead the development and implementation of optimized and effective GTM model and selling systems to drive business; Drive transformative growth by designing and executing end-to-end GTM strategies across the East Region. Lead distributor ecosystem development, multi-category expansion, and data-driven market activation to maximize numerical distribution and share growth; drive national business plan and execution model development and land in Divisions. ### Coverage Network Architecture & Deployment Strategic Footprint Expansion - Execute city-tier evolution roadmaps (RU/AU) to activate target markets ("white cities") aligned with AOP objectives. Design and deploy future-back RCD/GTM frameworks, including dedicated distributor models validated through P&L analysis. ### Distributor Ecosystem Development Upgrade SPOKE partners to full RCD status via UM collaboration. Implement BU-defined RCD assessment frameworks and satisfaction surveys to qualify distributors, reduce churn, and enhance collaboration. ### Data-Driven Optimization Lead DIS project implementation leveraging big data analytics to enhance indirect business operations. Develop tools to optimize frontline sales execution and wholesale/B2B management. ### Distributor (RCD) Lifecycle Management Performance Governance - Conduct regular RCD business reviews tracking KPIs (service levels, ROI, coverage depth). Develop improvement plans for underperforming distributors and report on network effectiveness. ### Capability Building Deliver training programs on trade terms negotiation, inventory management, and Perfect Store execution. Create enablement toolkits including ROI calculators and shelf-planogram guides. ### Relationship Stewardship Guide LKA annual contract negotiations (pricing, promotions, shelf allocation) and support UM teams in daily RCD issue resolution. ### Market Activation & Channel Strategy Priority Market Execution - Lead market activation initiatives to build model cities/stores in strategic markets (West Region & lower-tier cities). Ensure Perfect Store compliance through audits and optimize ATL investments against consumption hotspots. ### Emerging Channel Development Decode and pilot new channel models (Away-from-Home, Discount, B2B), developing tailored GTM blueprints based on consumer/industry insights. ### Local Key Account Leadership Direct key strategy, investments, JBPs and guide daily LKA operations; build frontline management model - Multi-Category GTM Strategy Design specialized RCD networks and investment models. Manage multi-category distributor segmentation, terms, and capability portraits. Support internal PEP organizational design for operational efficiency. Architect end-to-end value chains and develop specialized RCD networks. Collaborate with Marketing/Trade Marketing on pack-price architecture and promotional strategies. - GTM Model Innovation Pilot future-back execution models (e.g., service provider partnerships, IDT MD frameworks) through rigorous P&L analysis. Iterate pilot designs based on field feedback and scale successful models across divisions. - Business Planning & Execution Rigor Business planning methodology and execution Leadership: Build a methodology and guide division setting AOP targets, prioritizing projects, and allocating investments. Develop scorecards tracking numerical distribution, SOS/SOM, and RCD health. ### Performance Monitoring Deliver monthly/quarterly business reviews with variance analysis. Design national planning systems for coverage building blocks and SKU distribution tracking. ### Capability & Ecosystem Development Team Upskilling - Implement Distributor University (DU) curricula covering RCD management, data analytics, and negotiation. Certify frontline teams on Perfect Store standards. ### Knowledge Sharing Launch digital platforms for best-practice playbooks, RCD case studies, and DIS project templates. ### Cross-Functional Integration Align with Supply Chain on distribution center strategy, Marketing on promotional calendars, and Finance on investment ROI thresholds. ### Qualifications - Bachelor Degrees & above, over 10-year working experience in FMCG sales area, have GTM planning experience will be a plus Executive maturity, High integrity & values driven - Strong understanding of China FMCG trade structures – MT/TT/wholesale Rich frontline experiences in business management, distributor management and operations - Excellent problem solving intrinsics with analytical skills and clear structured thinking to define problems and frameworks Strong & persuasive communication skills, influencing &collaboration skills Executive maturity, high integrity & values driven Strong English communication and business presentation skills, with high attention to details Willing to travel extensively to have first hand understanding of issues across China ## At a glance - Posted by the employer: Sep 21, 2026 - First seen by OpenNash: Oct 25, 2026 - Last checked: Nov 2, 2026 - Listed for: 42 days - Location: Beijing, China - Employment type: Full-time[Apply on PepsiCo’s careers site →](https://chinesecareers-pepsico.icims.com/jobs/476487/login) ## Hiring at PepsiCo - Open jobs: 2,421 - New in the last 7 days: After two weekly collections - Tracked since: Jul 10, 2026 [All PepsiCo jobs](https://jobs.opennash.com/companies/pepsico/) · [Weekly hiring report](/reports/hiring/) ## More jobs at PepsiCo ### [北京东高级区域拓展主任Sr.TDS](https://jobs.opennash.com/companies/pepsico/jobs/cc6bfa3417117ae03c2f/) Beijing, China ### [2026 PepsiCo Beverages: Sales Leadership Program](https://jobs.opennash.com/companies/pepsico/jobs/d90aa6a130f2608fa6d2/) London, Canada ### [2027 Full Time: Field Sales Management Associate](https://jobs.opennash.com/companies/pepsico/jobs/4f846e932198ee04f144/) Purchase, New York ### [2027 Summer Intern: Field Sales](https://jobs.opennash.com/companies/pepsico/jobs/f2553d7b1a926d88f2cc/) Purchase, New York ### [AFH Sales Representative Marche (Contratto Determinato)](https://jobs.opennash.com/companies/pepsico/jobs/a036d79d59fda2ae7afe/) Milan, Italy ## Similar jobs at other companies ### [GTM Sales Lead, AI Business Solutions](https://jobs.opennash.com/companies/microsoft/jobs/7302898383ab883dbdda/) Microsoft · Thailand, Multiple Locations, Bangkok ### [Bus Architecture Transformation](https://jobs.opennash.com/companies/accenture/jobs/7ea70d4b3d2f937abf47/) Accenture ### [Bus & Technology Delivery Associate](https://jobs.opennash.com/companies/accenture/jobs/4e472d948558fbaf1b75/) Accenture ### [Ent. & Bus. Applications specialist](https://jobs.opennash.com/companies/ntt/jobs/3e0eb23bf08367fb0ad6/) NTT · Hyderabad, TG, IN, India ### [Security Bus Driver](https://jobs.opennash.com/companies/royal-caribbean-group/jobs/348dd1de0ebef96f4523/) Royal Caribbean Group OpenNash lists jobs from employers’ own careers sites and does not handle applications. Dates come from the employer where stated; “first seen” and “last checked” are our own observations. [ OpenNash ](https://opennash.com/) AI-native services firm that builds custom software and 24/7 AI agents. OpenNash Jobs is an OpenNash Applied AI project. 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