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Radius Unit

VP, Sales

Frisco, Texas; Chicago, Illinois Job ID 97481 Job Category Sales Job Level VP Position Type Full-Time

As the Sales VP, IPSO PBNA West/Central, you will drive strategic leadership of the Pepsi aligned sales organization. You will have direct accountability for the sales associates supporting Pepsi bottlers, and will be a senior leader on the Concentrates and International team.

You will be responsible for delivering growth targets, promoting effective customer relationships, partnering with key individuals at all levels within the customer organization, gaining a full understanding of the customer’s needs, anticipating changes in the business environment and further establishing KDP as a leader in the eyes of the customer. You will collaborate with the Concentrates and International team to establish a growth platform, identifying business opportunities, setting and communicating priorities and coordinating appropriate resources to achieve desired results. Additionally, you will be accountable for leading the performance management and development of the IPSO sales and management team as well as bringing to life a robust individual development plan to support personal professional growth.


  • Development and delivery of the Annual Operating Plan (AOP)
  • Implementation of active KPI management routines and processes to ensure realization of brand / market full potential
  • Oversee cross-functional IPSO team to ensure customer sales, share, revenue and profitability are maximized
  • Lead existing and development of forward-looking KDP sales strategy for the customers in the IPSO system
  • Lead the implementation of sales strategy to deliver identified sales Key Performance Indicators (KPIs)
  • Build and implement key customer strategies to attain volume growth targets and achieve category objectives, build market share, expand distribution, and ensure retail prominence in the grocery channel
  • Develop sales talent with capabilities to deliver against current and future requirements
  • Lead and negotiate sales contracts that drive profitability and sales growth for our IPSO customers and KDP
  • Highlight risks and opportunities for generating revenue and profitability growth
  • Develop and permeate high level customer relationships with senior leadership at our most strategic customers (1. PBNA division president, 2. SVP Commercial 3. VP Retail / Operations)
  • Partner with internal brand marketing and sales strategy teams to develop strategic decisions on portfolio management
  • Improve processes, procedures and efficiencies related to customer business, customer service, and supply chain, by working cross-functionally
  • Foster an environment that empowers the account team with responsibility and the authority to achieve goals, as well as holding each member accountable for the attainment of those goals
  • Set positive work culture, managing and maximizing talent, managing performance, ensuring robust communication processes and building team culture to ensure high performance results
  • Manage and optimize trade budgets within spending guidelines within the specified area of responsibility
  • Lead the forecasting on a monthly, quarterly and annual basis for the specified area of responsibility
  • Follow all Keurig Dr Pepper policies and procedures

Ensure high performance results of your team by:

  • Fostering a culture of trust and wellbeing that prioritizes the team and values employee contributions
  • Driving a shared vision with clear goals and accountability, supported by regular conversations to maximize talent
  • Embracing diverse perspectives to foster innovation, learning from both successes and failures
  • Establishing a safe environment where team members are motivated, heard, and aligned with clear expectations


  • Bachelor’s Degree and a minimum 12 years of experience in DSD sales, or other CPG sales, with progressive career experience to senior level roles inclusive of people leadership over a customer focused sales team, Master’s Degree a plus
  • Strong negotiation and analytic skills
  • Previous sales leadership experience, either with or supporting the customers in DSD  
  • Highly adaptable with proven learning agility
  • Position will be located in the area for which you have responsibility and travel will be approximately 50%
  • Strong financial acumen and understanding of key business drivers for customer and KDP
  • Exceptional sales skills including negotiation, conflict management, account management, account penetration, strategic selling, category management, sales forecasting, and leading edge sales strategies
  • Prefer experience across multiple commercial functions, such as sales, customer marketing, brand management, revenue growth management, etc.

Company Overview

Keurig Dr Pepper (NASDAQ: KDP) is a modern beverage company with a bold vision built to deliver growth and opportunity.  We operate with a differentiated business model and world-class brand portfolio, powered by a talented and engaged team that is anchored in our values. We work with big, exciting beverage brands and the #1 single-serve coffee brewing system in North America at KDP, and we have fun doing it! 


Together, we have built a leading beverage company in North America offering hot and cold beverages together at scale. Whatever your area of expertise, at KDP you can be a part of a team that’s proud of its brands, partnerships, innovation, and growth. Will you join us? 


We strive to be an employer of choice, providing a culture and opportunities that empower our team of ~28,000 employees to grow and develop.  We offer robust benefits to support your health and wellness as well as your personal and financial well-being. We also provide employee programs designed to enhance your professional growth and development, while ensuring you feel valued, inspired and appreciated at work. 


Keurig Dr Pepper is an equal opportunity employer and affirmatively seeks diversity in its workforce. Keurig Dr Pepper recruits qualified applicants and advances in employment its employees without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, age, disability or association with a person with a disability, medical condition, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law.


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