Director – Commercial Strategy & Transformation, India

Overview The Commercial Strategy and Transformation Director plays a critical role in driving the digital and commercial transformation agenda across PepsiCo India. Reporting to the Vice President, Chief Strategy, Transformation and Deployment, this role focuses on integrating IT and digital capabilities with commercial strategy to enhance business performance, enable new go-to-market models, and build scalable systems that support revenue growth and operational efficiency while working on white spaces and transformational projects that will fuel our aggressive business growth ambition. The role ensures that PepsiCo’s digital platforms are effectively leveraged to drive commercial excellence, channel development, and cost efficiency, in alignment with PepsiCo’s global strategic direction and local business priorities. Responsibilities Define and lead the digital commercial strategy for PepsiCo India, ensuring alignment with enterprise growth objectives, evolving consumer behaviors, and global transformation priorities. Work on white spaces and transformational projects that will fuel our aggressive business growth ambition Develop strategic, analytical, and financial frameworks to assess business opportunities, including M&A, divestitures, and portfolio expansion across channels and categories. Partnerwith the CSTDO, CFO, and Commercial Leadership to translate strategic goals into a coherent digital roadmap that accelerates channel growth and revenue diversification. Identify and activate data-driven opportunities to enhance customer engagement, salesforce productivity, and channel effectiveness in Modern Trade, eCommerce, and B2B. Lead the design, deployment, and integration of core commercial technology platforms (SAP, B2B, CRM, Sales Force Automation), ensuring seamless connectivity across sales, finance, and supply chain functions. Build a unified digital commercial architecture, driving interoperability between systems and ensuring alignment with global IT standards and governance frameworks. Drive commercial performance analytics, establishing real-time dashboards, KPIs, and insights to optimize pricing, trade investment, profitability, and portfolio performance. Leverage advanced analytics and predictive modeling to support strategic decisions on assortment, channel prioritization, and promotional effectiveness. Co-lead enterprise transformation programs in collaboration with the CSTDO, focusing on commercial process redesign, sales capability building, and automation-led productivity improvement. Champion adoption of new tools, digital platforms, and agile ways of working, fostering a culture of innovation and data-driven decision-making across commercial teams. Build and institutionalize digital commercial capabilities, equipping sales and marketing teams with modern tools, analytical acumen, and technology fluency. Establish strong governance frameworks for commercial IT systems, ensuring data integrity, cybersecurity compliance, and operational resilience. Partner with Global and Sector IT leaders to ensure PepsiCo India’s commercial digital ecosystem aligns with enterprise architecture and delivers consistent business value. Develop and manage external partnerships and vendors, including technology providers, consultants, and platform partners, to accelerate digital implementation and innovation. Serve as a thought leader and change catalyst, influencing commercial and IT leadership to adopt cutting-edge technologies, reimagine go-to-market strategies, and deliver measurable top- and bottom-line impact. Qualifications 12-15 years of experience in commercial strategy, IT transformation, or digital enablement within FMCG, retail, or technology-driven organizations. Proven experience implementing B2B, SAP, CRM, or analytics platforms to support commercial operations. Strong understanding of sales processes, trade management, and go-to-market models. Demonstrated success in leading cross-functional transformation projects with measurable business impact. Strong knowledge of ERP (SAP), CRM, and B2B systems. Solid grasp of digital commerce trends, automation, and process optimization. Familiarity with agile methodologies and project management frameworks. Strategic and analytical thinker with strong business acumen. Excellent stakeholder management and influencing skills across levels and functions. Strong communication, collaboration, and change management abilities. Demonstrated ability to lead cross-functional teams in complex, matrixed environments.