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PepsiCo · Zhongshan, China

# IDT Executive, LKA;中山非直营渠道主任, 本地重点客户

Zhongshan, China Full-time Executive & Management 

Listed on PepsiCo’s official careers site. Posted July 29, 2026. Check that it is still open and apply there.
[Apply on PepsiCo’s careers site →](https://chinesecareers-pepsico.icims.com/jobs/464058/login)

[OpenNash Jobs](https://jobs.opennash.com/) / [PepsiCo](https://jobs.opennash.com/companies/pepsico/) / IDT Executive, LKA;中山非直营渠道主任, 本地重点客户

## Job description

### Overview 通过直接管理零售商，负责达成本地重点客户/本地连锁零售商年度运营计划（AOP），具体包括
- 全面负责所管理零售商的商业绩效，包括销量、净收入、D&A效率和市场份额
- 在与零售商的谈判中行使直接决策权，涵盖贸易条款、联合商业计划、促销机制和季度执行优先事项
- 制定并审批客户专属行动计划，推动新品上市（NPD）、品牌举措、铺货和陈列标准的落地
- 将经销商（RCD）执行作为赋能机制进行管理，对服务水平、覆盖范围和合规性负责，而非承担主要商业所有权
- 与TM、GTM、财务和供应链协作，做出客户层面的权衡决策，平衡增长目标与投资效果
- 通过直接与零售商沟通及与RCD DSR团队联合实地辅导，推动陈列和执行标准的落实
- 建立并维护高层客户关系，支持可持续的业务成果和长期合作伙伴关系 Responsibilities 本岗位的职责是在外勤销售组织中，通过直接管理零售商，达成所分配的本地重点客户（LKA）及中央仓配（CWD）零售商的年度运营计划（AOP）目标。 本岗位需直接承担客户策略、商务谈判、投资决策及绩效结果的责任。 本岗位负责管理数量众多且地域分散的本地连锁零售商组合，需要在增长、客户投资效率和执行质量之间进行更高层次的判断与权衡。该岗位拥有客户专属商业计划的决策权，并牵头跨职能协调，确保全国和区域举措在零售商层面有效落地。 与以经销商为主的销售岗位相比，本岗位具有更高的复杂性和商业风险。任职者直接影响零售商的商业决策，对营收、利润和投资效率产生即时影响。 本岗位以更大的自主权和判断力运作，管理多个规模、成熟度和地理覆盖范围各异的零售商的客户专属策略。决策过程需平衡短期业绩达成与长期客户可持续发展，要求具备高级大客户管理能力和强大的跨职能领导力 Qualifications 深入了解中国快消品（FMCG）业务
- 必须具备大客户管理（KA）经验
- 具有第三方经销商（3PD）管理经验者优先
- 人员管理和辅导能力
- 出色的问题解决能力，具备分析技能和清晰的结构化思维，善于定义问题和构建框架
- 出色的沟通说服能力，强大的影响力和协作能力
- 高管成熟度，高度正直且以价值观为导向 差异化能力要求
- 行动导向和结果导向的思维模式
- 具备自上而下和中长期视角的战略思维
- 在复杂环境中推动落地的领导力和影响力

## At a glance
- Posted by the employer: Jul 29, 2026
- First seen by OpenNash: Aug 20, 2026
- Last checked: Oct 18, 2026
- Listed for: 81 days
- Location: Zhongshan, China
- Employment type: Full-time[Apply on PepsiCo’s careers site →](https://chinesecareers-pepsico.icims.com/jobs/464058/login)

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