Senior Director I, Commercial Franchise
About The Position
In this role, the successful candidate will manage day-to-day activities of the commercial and channel-management sub-function; hold responsibility for marketing activities directed at channels and resellers; incorporate strategic and policy development aspects that will have medium term consequences on the operation; accountable for charge of proposing, developing and implementing marketing plans and develops pricing policy. What You’ll Do for Us Develops commercial plan across all retail channels (national strategies + local opportunities). Manages the annual channel and customer planning process for bottlers, including providing overarching direction on key strategic commercialization opportunities and delivering scalable solutions. Translates channel plans into customer plans with a focus on the local customer segment. Defines capacity for customers/channels and works with the commercial team to incorporate the highest leverage initiatives, products, programming, and supporting tools into strategic and annual customer/channel plans. Leads the commercialization of a segmented commercial strategy for large/small channels Manages situation assessment to identify key long- and short-term strategic channel/customer commercialization opportunities for the region (i.e., Meal Solutions, Millennial recruitment, Hydration). Provide/facilitate feedback loop to Cat Comm teams to ensure translation and successful commercialization of brand strategies into channel/customer-oriented initiatives and pilots (i.e., Coke with Food, Low Cal Portfolio). Collaborates with Cat Comm & Equipment teams to develop scalable retail solutions to commercialize strategic brand initiatives and secure priority points of inspiration (i.e., Deli Racks, Low Cal point of sale). Defines and quantifies Sources of Growth for each initiative and links to the annual Bottler Planning process. Develop customer-facing imperatives and utilize supporting Look of Success tools (LOS floor maps, etc) to assist in commercialization/sell-in of strategic brand initiatives and key Points of Inspiration. Assist in the stewardship of the annual Bottler planning process with Franchise Team, including conducting key planning sessions and assisting with development of short- and long-term plans to support portfolio and brand growth targets. Translates channel plans into customer plans with a focus on the local customer segment. Responsible for the development and ongoing management of the channel/commercial business plan for bottling partners and continually enhancing the value the team can bring across the business. Provide strategic and commercial guidance to assist in the development of the right execution of daily surveys and steward the right execution of daily performance to customer teams via key routines and integrating Market Street Challenge into them. Work with Commercial/RGM to align on key business indicators to track as part of the monthly scorecard and points of inspiration. Steward performance with the team on a monthly basis to identify gaps and opportunities. Steward product/program sell-in info from customer teams upstream into Cat Comms and downstream into the territory.
Requirements
- A bachelor’s degree in Business, Finance, Marketing, or Management with a master’s degree is preferred.
- Strong relationship building and influencing skills across brand and IMC, as well as external communications with partner agencies.
- Rapid communication of complex information and frameworks.
- Comfortable in working in ambiguity and white space, and able to build and articulate a vision and customize it to particular brand, customer, or constituent needs.
- Ability to create a sustaining innovation discipline in the organization and get others to buy in and support.
- Excellent Negotiation skills with the ability to listen and understand other points of view.
- 15 years of broad System experience – ability to draw insights and take action.
- Proven operational and brand experience.
- Strong commercial planning skills, program management experience, and change management capabilities.
- Successful strategic Acumen – positioning, role, occasions.
- Effectively communicates & builds relationships at all organizational levels.
Responsibilities
- Develops commercial plan across all retail channels (national strategies + local opportunities).
- Manages the annual channel and customer planning process for bottlers, including providing overarching direction on key strategic commercialization opportunities and delivering scalable solutions.
- Translates channel plans into customer plans with a focus on the local customer segment.
- Defines capacity for customers/channels and works with the commercial team to incorporate the highest leverage initiatives, products, programming, and supporting tools into strategic and annual customer/channel plans.
- Leads the commercialization of a segmented commercial strategy for large/small channels
- Manages situation assessment to identify key long- and short-term strategic channel/customer commercialization opportunities for the region (i.e., Meal Solutions, Millennial recruitment, Hydration).
- Provide/facilitate feedback loop to Cat Comm teams to ensure translation and successful commercialization of brand strategies into channel/customer-oriented initiatives and pilots (i.e., Coke with Food, Low Cal Portfolio).
- Collaborates with Cat Comm & Equipment teams to develop scalable retail solutions to commercialize strategic brand initiatives and secure priority points of inspiration (i.e., Deli Racks, Low Cal point of sale).
- Defines and quantifies Sources of Growth for each initiative and links to the annual Bottler Planning process.
- Develop customer-facing imperatives and utilize supporting Look of Success tools (LOS floor maps, etc) to assist in commercialization/sell-in of strategic brand initiatives and key Points of Inspiration.
- Assist in the stewardship of the annual Bottler planning process with Franchise Team, including conducting key planning sessions and assisting with development of short- and long-term plans to support portfolio and brand growth targets.
- Translates channel plans into customer plans with a focus on the local customer segment.
- Responsible for the development and ongoing management of the channel/commercial business plan for bottling partners and continually enhancing the value the team can bring across the business.
- Provide strategic and commercial guidance to assist in the development of the right execution of daily surveys and steward the right execution of daily performance to customer teams via key routines and integrating Market Street Challenge into them.
- Work with Commercial/RGM to align on key business indicators to track as part of the monthly scorecard and points of inspiration.
- Steward performance with the team on a monthly basis to identify gaps and opportunities.
- Steward product/program sell-in info from customer teams upstream into Cat Comms and downstream into the territory.
Benefits
- Exposure to World Class Leaders: Availability to global technology leaders that will expand your network and expose you to emerging technologies and techniques.
- Iconic Brand: Work on the most recognized brand in the world and be part of developing the brand's next chapter.
- Learning Culture: Access to resources such as LinkedIn Learning and management programs that give you the resources to continually develop your skills and knowledge.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
5,001-10,000 employees
