Director, Franchise Commercial Execution

The Coca-Cola Company•Chicago, IL

2d•$145,000 - $169,000•Onsite

About The Position

This role helps develop and executes FSOP channel marketing and commercial programs including product promotion, sales channels, and pricing. It focuses on identifying and leading relevant channel campaigns with partners, mentoring other channel teams, and may coordinate special channel initiatives and events. The candidate is an individual contributor who guides others in resolving complex issues in a specialized area based on existing solutions and procedures, working independently with guidance only in the most complex situations.

Requirements

Bachelor’s degree in Business, Marketing, Management with a Master’s degree is preferred.
5 or more years in CPG organization responsible for direct sales, key account or franchise management with P&L responsibility.
Must have experience as a Business Partner with direct bottler or manufacturing experience in the Food and Beverage industry and how to develop capacity plans to meet customer demand.
Must have experience with annual business planning, forecasting, customer and distributor management and demonstration a track record for delivering positive revenue results.
Demonstrate passion for selling, negotiating, relationship building in an entrepreneurial environment.
Understanding of channel marketing, syndicated marketing research and competitive analysis and how to utilize this knowledge to drive sales.
Must possess excellent relationship building skills, as well as strategic leadership abilities.

Nice To Haves

Distribution center knowledge is ideal
The ability to influence outcomes and be persuasive are ideal

Responsibilities

Responsible for weekly/monthly performance management, which includes reporting on revenue, volume, share, transaction metrics.
Monitors performance versus execution objectives, re-plans as necessary and provides feedback to key stakeholders. Also, manages discretionary budgets based on regional need.
Executes the commercial strategy and plans with franchise (bottling partners) owners for local market execution.
Responsible for collaborating on the contingency plan to deliver annual business plan performance in the FSOP channel to include revenue, volume, share, net outlets, SOVI (share of visual inventory), and pricing.
Standardizes common approach to capability building based on bottler segmentation.
Assesses local Bottler commercial capabilities against established commercial strategies and objectives using the core measures within the Global Commercial Leadership Diagnostic Analysis Model; identifying gaps and develops action plans to improve capabilities.
Coordinate's training/development enables more effective processes, scorecards and business routines to achieve the annual business plan.
Work with franchise commercial manager to steward the planning process that is in place bi-monthly, ensuring all customer plans are included.
Be the SME for FSOP Channel Plans and work with respective Directors and their sales teams at the bottlers to execute the plan. Participate in all channel planning routines from Atlanta.
Provides Bottler performance feedback to Franchise Leadership “serving as voice of the market.”
Monitor's market conditions and reports competitive activity to management, Bottler and local associates in order to understand program effectiveness and any implementation barriers.
Work with Commercial Manager to support the development of commercial stewardship bi-monthly planning stewardship.
Responsible for negotiation and resolving bottling contracts and National Supply Chain agreements as well as governance agreements and manages governance routines.