Business Development Supply Chain

PORTIA PAKATI

Email: ************@*****.*** Phone: +27-76-510-**** LinkedIn:

linkedin.com/in/portia-pakati-b5491751 Address: 25 Basson Street, South Crest, Alberton, 1449

PROFESSIONAL SUMMARY

Dynamic and accomplished Commercial Manager with over 12 years of progressive experience in the FMCG industry, specializing in international markets with PepsiCo. Adept at driving growth, developing strategic trade markets, and ensuring profitability across diverse geographies including Africa, the Middle East, and the Caribbean. Possesses extensive expertise in distributor management, channel and category development, business expansion, and end-to-end value chain optimization. Skilled in leveraging data- driven insights to forecast market trends, enhance customer acquisition and retention, and deliver sustainable revenue growth. Demonstrated success in leading multicultural teams, aligning commercial strategies with corporate goals, and transforming underperforming regions into profitable, high-performing markets. Recognized for building strong stakeholder relationships, executing innovative business development strategies, and maintaining full P&L accountability to drive reinvestment. Known for resilience, adaptability, and the ability to thrive in fast-paced, complex global environments. Last working day at PepsiCo: 31 March 2025.

CORE COMPETENCIES

Solution Selling

Customer

Acquisition &

Retention

Market

Penetration

Strategies

Strategic Planning

& Execution

P&L Ownership

Business

Development &

Expansion

Value Chain

Optimization

Project

Management

Market

Forecasting &

Analysis

Distributor &

Partner

Management

Leadership &

People

Development

Sales Strategy

Development

Revenue & Profit

Optimization

Channel &

Category

Management

KPI Monitoring &

Reporting

Negotiation &

Stakeholder

Engagement

PROFESSIONAL EXPERIENCE

Commercial Manager – International Markets (Middle East, Africa & Caribbean Islands)

PepsiCo Exports Johannesburg, Gauteng

Jul 2023 – Mar 2025

• Spearheaded commercial strategy across 20+ countries, achieving revenue, profit, and volume growth.

• Managed P&L accountability, ensuring sustainable profitability and reinvestment opportunities.

• Developed and executed strategic plans for high-potential markets, driving double- digit growth.

• Negotiated trading and Incoterms with distributors, ensuring compliance and optimized operations.

• Partnered cross-functionally with Finance, Supply Chain, and Marketing to align on growth objectives.

• Conducted scenario planning and market analysis to identify and close performance gaps.

• Led customer acquisition strategies, onboarding mini-distributors and expanding market penetration.

• Enhanced market forecasting accuracy, driving improved resource allocation and inventory planning.

• Mentored distributor teams, building sustainable growth capabilities. Field Sales Manager – Inland Central Region

PepsiCo Johannesburg, Gauteng

2016 – 2023

• Directed sales operations across Johannesburg, managing a team of 40+ sales representatives and assistants.

• Increased regional revenue through market development, customer acquisition, and retention strategies.

• Implemented sales training programs, significantly improving productivity and target achievement.

• Optimized supply chain processes, improving forecasting accuracy and reducing stock shortages.

• Negotiated promotional deals and secured prime retail space, improving product visibility.

• Reduced operational costs by renegotiating supplier contracts and streamlining processes.

• Conducted competitive market analysis to adapt sales strategies and sustain market leadership.

• Delivered regular performance reviews, identifying talent for succession planning and career development.

Acting Regional Area Sales Manager

PepsiCo Gauteng

May 2022 – Oct 2022

• Provided strategic leadership for the Inland Central Region, overseeing multiple sales managers.

• Developed and implemented Area Sales Operational Plans aligned with corporate objectives.

• Managed regional budgets and resource allocation, improving cost-effectiveness.

• Conducted market assessments and utilized data-driven insights to improve sales execution.

• Strengthened customer relationships by tailoring solutions to evolving business needs.

Acting Distribution Centre Manager – Inland Central Region PepsiCo Johannesburg, Gauteng

May 2017 – Oct 2017

• Led daily operations of sales, warehouse, and administration departments.

• Achieved DC’s annual targets by implementing growth initiatives and operational improvements.

• Reduced costs through effective budget management and process optimization.

• Fostered a high-performance culture aligned with PepsiCo values and compliance standards.

• Resolved conflicts and negotiated agreements with key stakeholders. Sales Graduate

PepsiCo Cape Town, Western Cape

Apr 2014 – Mar 2016

• Completed graduate program, gaining exposure to sales operations, customer engagement, and retail strategy.

• Supported senior managers in sales planning, forecasting, and execution. Internship – Store Planner

Woolworths Cape Town, Western Cape

Jul 2012 – Jul 2013

• Assisted in planning and executing store layouts, enhancing customer experience and product visibility.

• Conducted data analysis to improve space utilization and sales performance. EDUCATION

Bachelor in Retail Business Management – 2014 Cape Peninsula University of Technology Diploma in Retail Business Management – 2012 Cape Peninsula University of Technology Matric – 2009 Lere-La-Thuto High School

CERTIFICATIONS

Certificate NQF5 in Managing Team Performance – 2024

Contact this candidate