Director, Small Formats (Traditional Trade) Customers Eurasia & Middle East

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Job Description Summary:

Scope: Eurasia and Middle East

As Director of Small Format Customers, you will play a pivotal role in shaping the success and accelerating the growth of this very strategic channel in Eurasia and Middle East, to deliver Customers and Channels KPIs in line with the Operating Unit ‘Work that Matters Most’.

You will collaborate closely with the marketing teams to understand and lead the implementation of the categories and brands strategy in Small Format Customers, leverage on global Coca-Cola learnings and support the local teams (franchise and bottling partners) to secure the executions.

With your ability to manage a very fragmented portfolio of customers, you will orchestrate a smooth collaboration between the system cross-functional teams to overdrive the growth of Small Format Customers by defining a clear segmentation strategy to expand our footprint, horizontally and vertically, grow the categories, increase our market share, basket size, incidence, and drive OBPPC strategy to deliver top-line and bottom-line growth.

Main responsibilities:

• Understand channel/sub-channel landscape, leverage on global Customer & Commercial practices, guidelines, and define a clear channel & segmentation strategy.
• Establish a fully integrated, E2E collaboration with Marketing & Commercial teams to lead the implementation of categories and brands strategy for each sub-channel.
• Analyse shopper journey in different sub-channels, lead the implementation of category management principals and PICOS.
• Design, lead and implement strategic roadmaps (short & long terms) with the system cross-functional teams to excel in executions, and track performances.
• Lead the ‘capability agenda’ with the objective to continuously upskill system key stakeholders.

​Other responsibilities:

• Align with the RGM & Marketing teams on the OBPPC architecture for different sub-channels.
• Design playbooks and selling stories for Small Format Customers, onboard system stakeholders on key principles to accelerate growth in this very strategic and fragmented channel.
• Identify key growth drivers, including action plans, building blocks, and establish KPIs for each sub-channel to measure and report on the performances.
• Map all whitespace opportunities and translate them into breakthrough strategies with granularity of the building blocks to convert strategic directions into tangible action plans.
• Partner with peers from other Operating Units to leverage on cross-regional learnings and represent the Operating Unit in global forums.

Experience:

• Proven experience in a similar position, preferably in FMCG / Retail /Consultancy.
• Ability to manage a very fragmented portfolio of customers.
• Strategic thinking to translate vision into actionable plans.
• Sharp communication and outstanding influencing skills with the desire to collaborate with different stakeholders.
• Strong analytical mindset, leverage on available data to drive actionable insights.

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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.