Director, Regional Retail Customers - Central HUB

at  CocaCola

JOB DESCRIPTION SUMMARY

Ensures alignment of business priorities and sales/customer accounts; responsible for the development of alternative direct sales strategies aimed at achieving and/or exceeding the predetermined sales objectives; sells products and services primarily to a select group of large national accounts. Individual contributor who guides others in resolving complex issues in specialized area based on existing solutions and procedures; works independently with guidance only in the most complex situations.
Why being part of Coca Cola Latin America?
We’re accelerating our momentum as the fastest growing large consumer goods company in Latin America.
People are our focus when we’re collaborating with our diverse network of locally connected bottling partners, and when we’re returning every drop of water we use to communities and nature. We empower our employees to challenge the status quo, make bold recommendations, experiment and adapt, so we can grow together and make a great business even better.
Here’s some of the things you’ll be doing
Co-Lead, co-design and ensure implementation of integrated short and mid-term strategies in Retail Customers to accelerate Customer-back, Consumer-centric programs and thus accelerate all our portfolio incidence, net sales revenues (NRS) and profitability (Margin) growth by bringing in the “voice of the Customer” into The Coca-Cola Company programs design early and thus maximize relevance and execution at the POS/“shop floor”.

POSITION OVERVIEW:

Focus, Scope, & Impact:

• Key Objective: to accelerate TCCS brands basket incidence in Regional/National Key Account markets and accelerate sustainable topline NSR- and Margin growth based on the strategic initiatives (LRP) and plans (ABP), to ensure growing TCCS business faster than the customer, category, and competition, thus gaining share of value in each market.
• Key Deliverables: Customer-relevant occasion and portfolio development plans, defining shopper relevant category bundles and mechanics, an impactful calendar of activities tied with Customers activation cycles, briefing marketing accordingly for communications requirements and in outlet experiential requirements while improving the beverage experience, as well as aligning execution requirements with W@POS lead, country operations and bottler(s). This is inclusive of Revenue pools/ Targeting of occasions, shopper types, bold OBBPC approaches to drive the right assortment, SKU optimization, innovation, value to market playbooks, price terms and conditions and promo mechanics/investments in each market.
• Partner with OU category leads to align -occasion-centric- on key categories and activation to deploy in collaboration with Retail Customers and enable integrated approaches while including experiential marketing
• Accountable for the develop, jointly with Retail Customers and bottlers, of Joint Business Plan (JBP), aligned with OU Strategy.
• Ownership of Retail Customers and Channels metrics and analyses as well as agreement compliance; track and discuss our performance with the Customers, adjusting plans and renegotiating activities to achieve BP/ ACP goals, interacting with other areas inside company to leverage our activities, campaigns and properties through Retail Channel.
• Coordinate with Customers and bottlers the implementation of planned activities, acting as facilitator, and act as a mediator to solve a wide range of operational problems between them.
• Manage budget, analyzing, processing and approving contractual payments, always optimizing marketing funds and other investments, and tracking and solving payment problems.

Key duties and Responsibilities:

• Lead the Coca-Cola System to a sustained growth in the assigned Customers.
• Responsible for the volume, revenue and profitability targets of the Coca-Cola System in the assigned accounts
• Assure timely communication among marketing, bottlers and Customers to Guarantee the development of an agreed scorecard, with volume, revenues and share of sales KBIs
• Management routines to course correct with the Bottler System through the Key Account Committee
• Effective Business Planning
• Leads the development of the “Annual Customer Plan” (ACP) in line with global guidelines and consistent with the local Customer and system opportunities and Business Plan.
• Demonstrates thorough understanding of the all value chains, strategies and insights in the Strategic “Solutions” and alignment across the system.
• Nourish Customer’s willingness to work with the Coca-Cola System
• Responsible to lead the Customer Marketing process with Bottler System in the assigned accounts through, understanding the Customer needs
• Analyzing the Customer’s market, consumer and channel from the customer’s and KO’s System perspective
• Identifying opportunities and linking them to KO Strategies
• Quantifying potential value to be created for the Customer and the KO System and selecting & prioritizing opportunities
• Co-Develop and Implement Customer business plan in collaboration with bottlers, including brand and package portfolio priorities and activation plans.
• Commercial Capabilities Development, including Category Management and Supply Chain.
• Lead rationale Insights to solidify Business Proposal.
• Maximize Consumer & Shopper insights, engaging our system and Customer by using, data and system resources to create a compelling Picture of Success and selling propositions.
• Secure Execution Performances
• Connected with Franchise Unit total business (not only with Key Customers Businesses), lead, secure and implement Tactical Plans to accomplish Business Goals and Rolling Estimates
• Additionally, accelerates Marketplace Execution.
• Partners with bottlers and Customers to increase all participating category growth & value using the full range of occasions, brands, packages & execution tools & methods

Related Work Experience and Requirements:

• +5 years managing Customer relationships within Fast moving consumer goods companies
• Commercial and Operational Marketing
• Ability to think from Planning to execution
• Bachelor’s Degree
• Fluent in Spanish and English
• Desirable to have candidates with Bottler experience

FUNCTIONAL SKILLS

Key Knowledge Requirements:

Mastery Of (Required)

• Retail Customer Management
• System Planning
• Channel/Shopper Marketing
• RGM, including Segmentation & OBPPC
• System and Customer Economics

Broad Expertise In (Good to Have)

• Category Management
• Value to Market
• Project Management
• Supply Chain

Functional Skills:

• Retail Customer Management solid expertise
• Holistic view
• Strong negotiation skills. Strong influence
• Skillful data management, turning insights (Consumer, Shopper, Customer) into concrete strategy and actions
• Channel/Shopper Marketing knowledge
• RGM including Segmentation & OBPPC
• Proven listening skills, humble personality

Key Values:

• Strong & proven Collaboration
• Results driven, excelling performance
• Accountability. High discipline and organization
• Self-motivation
• High tolerance to frustration, coping with stress
• Committed, passionate. Never accepting limits

SKILLS:

Storytelling; Negotiation
Pay Range Not Availabl

• Lead the Coca-Cola System to a sustained growth in the assigned Customers.
• Responsible for the volume, revenue and profitability targets of the Coca-Cola System in the assigned accounts
• Assure timely communication among marketing, bottlers and Customers to Guarantee the development of an agreed scorecard, with volume, revenues and share of sales KBIs
• Management routines to course correct with the Bottler System through the Key Account Committee
• Effective Business Planning
• Leads the development of the “Annual Customer Plan” (ACP) in line with global guidelines and consistent with the local Customer and system opportunities and Business Plan.
• Demonstrates thorough understanding of the all value chains, strategies and insights in the Strategic “Solutions” and alignment across the system.
• Nourish Customer’s willingness to work with the Coca-Cola System
• Responsible to lead the Customer Marketing process with Bottler System in the assigned accounts through, understanding the Customer needs
• Analyzing the Customer’s market, consumer and channel from the customer’s and KO’s System perspective
• Identifying opportunities and linking them to KO Strategies
• Quantifying potential value to be created for the Customer and the KO System and selecting & prioritizing opportunities
• Co-Develop and Implement Customer business plan in collaboration with bottlers, including brand and package portfolio priorities and activation plans.
• Commercial Capabilities Development, including Category Management and Supply Chain.
• Lead rationale Insights to solidify Business Proposal.
• Maximize Consumer & Shopper insights, engaging our system and Customer by using, data and system resources to create a compelling Picture of Success and selling propositions.
• Secure Execution Performances
• Connected with Franchise Unit total business (not only with Key Customers Businesses), lead, secure and implement Tactical Plans to accomplish Business Goals and Rolling Estimates
• Additionally, accelerates Marketplace Execution.
• Partners with bottlers and Customers to increase all participating category growth & value using the full range of occasions, brands, packages & execution tools & method