Senior Manager Regional Customers - Central HUB

Position Overview:

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 and Customer marketing plans; sells products and services primarily to a select group of Customers; leads resource for dealing with highly complex sales/Customer account/Commercial Leadership issues; identifies and resolves highly complex strategic and operating issues; builds strategic framework and processes to increase Customer satisfaction. Individual contributor who guides others in resolving complex issues in specialized area based on existing solutions and procedures; ability to execute highly complex or specialized projects; works independently with guidance only in the most complex situations.

Function Related Activities/Key Responsibilities:

• The role requires deep understanding of Channel/Customers, as well as strong leadership and accountability to influence our cross-functional System teams towards consumer-and customer-relevant plans that drive revenue and profit growth with a sustainable long-term competitive advantage.
• Lead the Coca-Cola System to a sustained growth across assigned Channels and Customers.
• Responsible for the volume, revenue, and profitability targets of the Coca-Cola System across assigned channels and Customers.
• Develop strategic plans to unlock growth opportunities across Channels/Customers, focused on occasion development, trip conversion and portfolio expansion opportunities.
• Connected with Franchise team total business (not only with Customers Businesses), lead, secure and implement Tactical Plans to accomplish Business objectives.
• Defines the portfolio execution priorities for Customers in all formats/banners and drives disciplined implementation of the Customer/format playbooks. Co-develops shopper and channel/customer RGM elements with bottler.
• Develop Customer business plan (CBP/JBP) in collaboration with bottlers, including brand and package portfolio priorities and activation plans, in line with global guidelines and consistent with the local Customer needs and System opportunities and Business Plan.
• Lead/manage Customer relationships to collaborate on building the activation calendar by briefing marketing for brand/communications needs while co-developing Customer plans with bottlers and Customer.
• 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.
• Lead Customer Engagement and System management routines to strengthen Customer relationships, as well to monitor/track performance and identify opportunities to reach ABP and JBP targets.
• Deploy NARTD category vision and ensure consistency of value propositions for Customers across formats in its market (e.g. recruitment, trial, frequency) in collaboration with the Customer and bottlers.
• Be the System expert Customer's business/formats, able to reflect a consumer, shopper and local Customer's perspective as well as a System execution capability within the Customer/channel.
• Provide insight in category growth opportunities to category leads and to country operations.
• Manage Customer specific DME (Budget) analyzing, processing, and approving contractual payments, always optimizing marketing funds and other investments, and tracking and solving payment problems.
• Lead Customer negotiations and/or recruitment processes, while securing System Profitability, by providing input for LATAM customers, leading local negotiations with Regional Customers, identifying prospective Customers in the market, identifying critical negotiation variables for both KO and the Customers and guiding the process for the preparation of the respective documents / contracts.
• Commercial Capabilities Development, including data availability, Category Management and Supply Chain.

Education Requirements:
Industrial Engineer or business administration or any other career in superior education level with demonstrate experience in commercial area.

Related Work Experience:

• +3 years of leadership experience in managing Customer relationships, ideally in FMCG companies.
• +3 years of experience in Commercial Execution in Retail channel
• Senior and Strategic Customer management across territories and bottlers with an execution perspective
• Commercial and operational marketing
• Strong planning, communication, and collaboration skills
• Ability to think from planning to execution: From a Brand, Commercial and Customer standpoint
• Desirable to have candidates with Bottler experience
• Bachelor's Degree
• Fluent in Spanish and English

Functional Skills:

Mastery Of (Required)

• Customer Management
• Strong negotiation & influence
• Strategic thinking with ability to develop simple plans, easily understood by frontline salespeople/Customers
• Problem solving mindset with strong Analytical Skills
• System Planning
• Channel/Shopper Marketing
• Ability to drive cross-functional support and cross-system alignment, to ensure Commercial Execution concepts/programs are embedded in channel strategies, Customer programs, and execution plans, to ensure effectively deployment in each market
• RGM Including Segmentation & OBPPC
• System and Customer Economics

Broad Expertise In (Good to Have)

• Skillful data management
• Turning insights (Consumer, Shopper, Customer) into concrete strategy and actions
• Category Management
• Value to Market
• Project Management
• Supply Chain

Skills

Business Planning; Strategic Thinking; Customer Relationship Management (CRM); Sales Objectives; organization; Customer Negotiations; Strategic Customer Management; Teamwork; Customer Engagement; Business Objectives; Strategic Objectives; Business Growth; Cross-Functional Teamwork; Business Strategies