Address
Form of work KEY WORKING PARAMETERS
Focus & Scope
Lead the frontline commercial teams and deliver the Customer & Commercial plans in the South cluster of ASEAN & South Pacific (ASP) Organization unit (OU). This would encompass the delivery of the OU commercial plans, localized to fit the cluster and market requirements across the full commercial spectrum of Channel, Customer, Revenue Growth Management (RGM), Value-to-Market (VTM) and Integrated execution & capabilities.
Translate the OU CCL plans and build the South/Australia (AU) + New Zealand (NZ) + Pacific Islands (PI) Annual Business plans, that help deliver the OU customer & commercial strategies in the market. This includes clear channel programs, calendars, Picture of Success (PICOS), customer plans and fact-based targets and KPI’s (Key performance Indicators) for these markets and supporting our front lines CCL teams in alignment with key stakeholders. Also, to engage OU Commercial and Customer Leadership (CCL) support at South cluster level to help gain stakeholder alignment on the customer & commercial strategies.
Lead the execution of the OU Bundle plans and imbed this into our South/AU+NZ+PI customer & commercial plans. Ensure seamless alignment with the franchise and frontline marketing teams. Further leverage RGM/VTM strategies in the overall bundle approach to improve plan effectiveness and end results.
Responsible for full alignment with key stakeholders & delivery of the CCL plans rolled up by South/AU+NZ+PI. This includes tracking & reporting against the aligned KPI’s and undertaking/aligning plans for course correction as and when required. The CCL KPI’s are proposed by the OU using a fact-based approach, and its critical to lead alignment of these with key stakeholders. These KPI’s must reflect the opportunities and local realities, and support deliverance of our OU Channel & bundles strategies in each country.
Understand, guide & support the Right Execution Daily (RED) Tracking process in the South/AU+NZ+PI. Work closely with the Integrated Execution Capabilities team to support tracking abilities. This includes supporting the South/AU+NZ+PI commercial execution approaches such as RED/iRED, with support from the OU Integrated Execution Capabilities team.
Lead the cross functional CCL integration across the cluster/markets, and optimally utilize the expertise at the OU level to help deliver the aligned CCL plans at South/AU+NZ+PI market level.
Work closely with the Integrated Execution Capabilities (IEC) team to advance the frontline commercial team capabilities, aligned with existing gaps and individual career objectives. Support the creation of an annual capability development program that helps progress capability & development of commercial skill sets that will accelerate delivery of the OU CCL objectives. Support co-development of a plan with the bottler(s) and the IEC team for long term execution capability development to achieve objectives.
Work closely with the OU CCL teams to accelerate learnings through sharing of best practices and approaches that could be mutually relevant and aid better execution of our OU strategy.
Impact
Accelerate Net Sales Revenue (NSR) growth, The Coca-Cola System (TCCS) basket and purchase incidence and system margins as well as value share across all key channels in the OU.
Step change our capability with the network organization support to accelerate better segmentation and system execution; enabling the right portfolio in the right outlets for the right Consumers and their key Occasion - in close partnership with OU CCL teams.
Scope
This is an ASP South cluster role, with 6 Direct Reports.
KEY SUCCESS PARAMETERS
Experience
10+ years of leadership experience in Commercial planning and execution with strong skills in Commercial- and Channel Strategy, RGM, Segmentation, VTM, Innovation and Portfolio strategy
Proven Strategic and Analytical Skills as well as outstanding influencing skills.
Ability to think from planning to execution and solid system commercial and brand management.
Desirable to have bottler experience.
Work Focus
This role requires very solid system experience and perspective, strong system business fundamentals across a broad range of markets and business dimensions - combined with the ability to understand complex business concepts. Highly developed leadership and influencing skills are a must to positively influence our multi-functional system teams.
To succeed, the role requires a strong combination of analytical and strategic thinking capabilities, strong Consumer- and Customer understanding, as well as a hands-on mentality– the ability to conceptualize plans from scratch and very solid understanding of the Right Execution Daily (RED) process and -systems.
The role will be wired closely in a networked approach with Senior Leaders and Operators in the Operating Units C&CL as well as our Bottling Partners.
Ability to drive cross-functional support and cross-system alignment, in support of the frontline CCL team to ensure that OU strategies are fully owned by the country/cluster system network teams.
Communication Focus
Communicate with internal stakeholders and key Bottling partners.
Internal: Communication of channel-specific opportunities, priorities and plans to the OU leadership team and other Senior Management
System: Communication and alignment of CCL plans as well as their key business drivers, Coca-Cola System strategic direction/ priorities and performance with senior bottler leaders
External: Communicating with senior leaders of major customers, key advisors, and other stakeholders to progress and successfully deliver on key business development initiatives per channel.
Skills:
System Economics; Influence; Influencing
Our Purpose and Growth Culture:
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
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