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Chris, Foodservice Senior Key Account Sales Manager at PepsiCo: Advize Career Interview
A career journey from a political science degree and marketing internship to a Foodservice Senior Key Account Sales Manager at PepsiCo, this professional's path is filled with valuable lessons.
The interview reveals a dynamic role balancing contract management, client relationship building, and leading a team of twelve. Daily life is fast-paced and reactive, demanding adaptability and strong interpersonal skills.
Success requires relationship-building, empathy, and resilience in facing external challenges like supply chain issues.
The role's highlights include the prestige of working for a Fortune 500 company, collaboration with chefs, and the flexibility to shape one's work week.
However, the interview also reveals the physical demands and the evolving beverage industry landscape, including the decline in carbonated soft drink sales.
A key takeaway: networking and visibility are crucial for career advancement, as is a willingness to engage in hands-on work. PepsiCo's campus hire program offers a structured path, but prior sales experience is often beneficial.
A business minor and strong networking during college are highlighted as particularly valuable.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Chris Tuzzio
Foodservice Senior Key Account Sales Manager
PepsiCo
University of Colorado Boulder
n/a
Majors
Industries
Job Functions
Traits
Political Science, American Studies
Consumer Packaged Goods (CPG)
Sales and Client Management
None Applicable
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Career Path Of A Foodservice Senior Key Account Sales Manager At PepsiCo
Chris's career path began with a political science degree and a marketing internship, leading to a PepsiCo campus hire role where the professional "started out from the absolute bottom" as a pre-sale representative, progressing through various demanding roles, including delivery supervisor and sales manager, before achieving the current position as a Foodservice Senior Key Account Sales Manager. The journey included overcoming challenges like "a three-person job solo for about a year," ultimately culminating in managing a large team and key accounts while balancing people leadership and individual sales contributions.
Main Responsibilities of a Foodservice Senior Key Account Sales Manager at PepsiCo
Chris's role as a Foodservice Senior Key Account Sales Manager at PepsiCo is a "two-part role," combining contract management and relationship building with prestigious clients with people leadership, where Chris enjoys "building, enabling a team" of 12 direct reports through mentorship and active involvement in their work, including "route rides" and customer interactions. This dual focus on sales and team development showcases a career path blending business acumen with leadership skills.
A Day In The Life Of A Foodservice Senior Key Account Sales Manager At PepsiCo
A Foodservice Senior Key Account Sales Manager at PepsiCo experiences a highly variable workday, describing it as "more of a reactive business" where unplanned customer issues frequently disrupt schedules. While Mondays and Fridays are often dedicated to meetings from home, the majority of the work week involves field work with the sales team and client visits, though the ability to execute planned activities is only about 50% due to the dynamic nature of the role.
Most Important Skills For A Foodservice Senior Key Account Sales Manager At PepsiCo
For a successful career as a Foodservice Senior Key Account Sales Manager at PepsiCo, building and maintaining relationships is paramount, requiring the ability to "speak differently" to various clients, from CEOs to small restaurant owners. A crucial leadership skill is empathy, demonstrated by leading by example and never asking employees to do something that management would not do themselves, fostering a strong sense of camaraderie and commitment.
Favorite Parts Of Being A Senior Key Account Sales Manager Foodservice At PepsiCo
Chris, a Foodservice Senior Key Account Sales Manager at PepsiCo, most enjoys "people management" and being a leader, finding the foodservice customer base more collaborative than retail. The flexibility afforded by the senior manager position, allowing Chris to "map out and kind of do what [they] think is most effective for the week," is also a key source of satisfaction.
Biggest Challenges Faced by a Foodservice Senior Key Account Sales Manager at PepsiCo
Chris's biggest challenge as a Foodservice Senior Key Account Sales Manager at PepsiCo is navigating external factors outside of sales control, such as "supply constraints coming from our distribution hubs" and the national "shortage...on CDL drivers." This ultimately impacts customer satisfaction, leading to negative consequences for the sales team despite their best efforts.
Favorite Parts of Working in Foodservice as a Senior Key Account Sales Manager at PepsiCo
Chris enjoys the prestige of working for a "well-known" Fortune 500 company like PepsiCo, finding it "super cool" to be globally recognized. The food service aspect of the role allows for close collaboration with chefs, expanding their knowledge of food and the restaurant industry.
What Type Of Person Thrives In The Foodservice Industry According To A Foodservice Senior Key Account Sales Manager At PepsiCo
Success in the foodservice industry requires "doers" who are organized, possess strong sales skills, and maintain composure under pressure; a thick skin is essential because dealing with upset customers, even over uncontrollable issues like syrup shortages, is commonplace.
What A Foodservice Sales Manager At PepsiCo Wishes They Had Known Before Entering Beverage Sales
Chris, a Foodservice Senior Key Account Sales Manager at PepsiCo, wishes they had known about the significant "manual labor" involved, such as "loading trucks" and "stacking products," before starting. The ever-changing beverage landscape, including declining "carbonated soft drink sales," and PepsiCo's strategies to address these trends, were also aspects of the role that were not fully understood until later in their career.
Entry-level positions for aspiring Territory Sales Managers at PepsiCo
PepsiCo's Campus Hire Program offers a "rotational program" where new hires learn various business aspects before managing a sales team within nine months—a "thousand times better" system than previously. Entry-level food service representative roles are competitive, requiring "two to three years of sales experience," but represent a potential career path within the company.
Significant Career Lesson From A Senior Sales Manager At PepsiCo
Chris's significant career lesson centers on the importance of networking and visibility within senior leadership, stating that "it's not what you know, it's who you know". A key career advancement, a "dream move," resulted directly from senior leadership's awareness of Chris's capabilities, highlighting the power of strategic networking in securing coveted opportunities.
College Experiences That Helped a Foodservice Key Account Manager at PepsiCo Succeed
Initially intending to pursue law, Chris pivoted to a business minor after their father's advice, finding "those business minor classes" most impactful due to exposure to entrepreneurs and real-world challenges. Networking through a fraternity also proved valuable, highlighting the importance of maintaining connections made during college for future career opportunities, emphasizing that "so many people...got their current job through connections."
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