Job Requirements - 10-13 years’ experience within the FMCG industry ideally with P&L responsibility. Functional experience within commercial operations would be an advantage. Bottler experience will be an added advantage.
- Strong Commercial understanding, ability to influence to execute plans, with knowledge of distribution, commercial growth levers, Right Execution Daily (RED) and Route to Market (RTM)
- Understanding of full value chain in Coca-Cola or related business
- Solid strategic analysis and thinking skills able to build a sustainable business
- KO system knowledge and clear understanding of the dynamics of the soft drink industry
- People & Customer management skills
- Strong Business Case construction and systemic thinking
Skills:
- Data Driven; Influencing; organization
Job Summary
- Provide Leadership and co-ordination of the system to drive long-term system value creation and deliver franchise volume, revenue, profitability and market share objectives through leading the development and execution of franchise development plans/strategic business plans and annual business plans working with our bottling partners.
- Co-ordinate all marketing, commercial and franchise activities across the regions, and support the Senior Director, Franchise Operations in ensuring execution of the Bottler Business Plan (BBPs).
- Leverage functional support and expertise to address opportunities or issues quickly – Marketing, Commercial, Legal, Public Affairs and Communications (PAC), Technical, Finance and Human Resources (HR).
Duties
Franchise Leadership:
- Build value based and strategic “win-win” relationships with System partners at all levels up and including Bottler regionals and leadership team.
Strategy and Business Plans Development:
- Develop and implement 3-year Strategic Business Plan (SBP)/Franchise development plans and annual Business Plans (BP) for assigned geography aligning bottler around key investment commitments.
- Ensure execution of annual Bottler Business Plan (BBP) – manage opportunities and issues arising with Bottler National Field Sales Director & Regional Sales Director.
- Ensure execution of annual Customers and Distributor’s Business Plans.
Business Performance:
- Working with Bottler Sales team to help the regional team to deliver the volume, revenue, profit and market share plans. Influencing the national field sales team to help win in the market, understanding competitive intelligence and making the right business choices. Working with the bottler on regional S&Ops, and relevant innovations to be executed as per plans and monitoring with the needed tracking mechanisms in place.
- Ensure adherence to Local Chart of Authority and financial governance standards.
- Ensure application of programs designed to enhance consumer brand equity in BP and BBP.
- Agree overall brand / pack / price / channel plans with the Coca-Cola marketing associates and ensure inclusion of Revenue Growth Management (RGM) strategies and programs in the BP / BBP to maximize revenue generation.
- Manage Bottler brand mix to maximize brand profitability.
- Manage Bottler and trade pricing according to brand / package contribution priorities.
Market Execution and Commercial Excellence:
- Identify commercial and market development improvement initiatives to drive incremental volume, revenue, profit and share.
- Ensure the country or territory OBPPC is optimized leveraging Conjoint analysis and the BU experts.
- Drive the RED, Unforgiveable agenda with the bottling partner ensuring it is embedded into organizational culture.
- Actively pursue opportunities to improve our Route to Market, leveraging best practices.
- Ensure application of consumer programs designed to enhance consumer brand equity.
- Drive horizontal expansion through outlet creation incentive programs, and vertical growth through the partnership programs, cooler plan implementation, OBM activations, and premiumization and affordability plans.
Manage Capacity to Produce and Distribute:
- Lead the conversations with our bottling partners to agree investment levels to meet demand
- Monitor capacity performance to anticipate opportunities or challenges in the Supply Chain. Plan three years ahead for investment in Capacity, Glass and Coolers
External Stakeholders and Sustainability:
- Manage the profile and reputation of the company and lobby Governments with the support of PAC
- Lead the Workplace Rights and Human Rights agenda with bottling partner(s)
- Assist fully in the execution of community programs designed to enhance KO reputation within the community
