Responsable Go-To-Market (GTM) – Cluster Europe du Sud – H/F

Company

SodaStream , a PepsiCo company

At SodaStream, we don’t just work - we create, innovate, and make things sparkle!

Overview

As leaders in our category we transform still water into sparkling water, sparkling water into soda, and ideas into success. Every day is an opportunity to reinvent how people enjoy their beverages.

As part of PepsiCo, SodaStream benefits from a strong global footprint. Within this, the South Europe Cluster brings together France, Italy, and Iberia (Spain & Portugal), combining diverse markets, talents, and perspectives to drive sustainable growth.

We thrive on optimism, energy, initiative, excellence in execution, and strong team spirit.

We are committed to reducing single‑use plastic and driving meaningful change in the way beverages are consumed.

We value people who take ownership, move fast, challenge the status quo, and turn ideas into action!

Job Overview

The GTM Senior Analyst is responsible for designing, deploying, and continuously improving SodaStream’s Go‑To‑Market models to drive execution effectiveness, productivity, and profitable growth across South Europe.

Reporting to the Head of Commercial & eCommerce South Europe Cluster, this is a high‑impact role focused on structuring and scaling route‑to‑market strategies, field sales models, and execution frameworks across markets.

Operating in a multi‑country, matrix environment (France, Italy, Spain, Portugal), the role requires strong autonomy, analytical rigor, and the ability to define and implement solutions in a fast‑evolving organization.

Responsibilities

• Route‑to‑Market & Field Sales Model Design
  • Develop and maintain RTM frameworks (direct vs distributor, coverage models, role of field force)
  • Lead RTM design and evolution aligned with market maturity, scale, and channel dynamics
  • Deploy standard GTM archetypes across South Europe
• Field Coverage & Execution Excellence
  • Analyze channel economics, coverage gaps, and performance drivers
  • Design and optimize field coverage models across key channels (Grocery, Specialists, B2B)
  • Ensure strong alignment between field execution and commercial priorities
• Sales Tools & Transformation
  • Lead deployment of sales tools and platforms (CRM, reporting, automation)
  • Ensure adoption, consistency of usage, and data quality across markets
  • Continuously improve tools and processes based on field feedback and business needs
• Performance Management & Incentives
  • Define and monitor field sales KPIs and performance frameworks
  • Support the development of incentive schemes aligned with GTM priorities
  • Identify productivity levers and drive continuous performance improvement
• Cross‑Functional Alignment
  • Ensure alignment with Demand Acceleration (DX), RGM, and Trade Marketing teams
  • Contribute to the broader commercial transformation agenda across the cluster

Qualifications

• Experience & Capabilities
  • 10+ years of experience in Sales Field, Commercial Strategy, or GTM roles
  • Strong understanding of FMCG commercial dynamics and execution models
• Technical Skills
  • Strong analytical mindset; advanced Excel required
  • Power BI proficiency is a must
  • Experience in business case development, scenario modelling, and KPI tracking
• Experience In Sales Operations And Channel Strategy Preferred
  • Experience in sales operations and channel strategy is preferred
• Differentiating Competencies
  • Ability to influence stakeholders across functions, levels, and geographies without direct authority
  • Strong autonomy and ability to operate in ambiguity
  • Capability to define strategy and structure approaches in new environments
  • Strong problem‑solving mindset with a focus on execution and impact
• Languages
  • English mandatory
  • French and/or Italian and and/or Spanish required

Key Challenges & Role Environment

• New role requiring structuring and scaling GTM strategy across a developing cluster
• High level of ambiguity requiring strong clarity of thinking and prioritization
• Need to influence senior stakeholders and drive change across markets
• Operating across multiple countries with different maturity levels and RTM models
• Strong autonomy and ownership