Location(s):
City/Cities:
Travel Required:
Relocation Provided:
Job Posting End Date:
Shift:
Job Description Summary:
Role Overview
As a senior member of the operating unit (OU) Finance team, reporting directly to the CFO, the Senior Director - Customer & Commercial role builds on strong influence and communication skills coupled with strategic, data-driven thinking to manage our customer relationships, maximize value for our stakeholders and drive revenue growth management. The role entails managing a team of 4 associates directly.
Focus, Scope and Impact
1. Business Partnership: Partner with the OULT & senior leaders to shape and execute our Customer & Commercial strategy, including:
Accelerate revenue growth across brands with a focus on system margins as well as value share across all key channels (other than GT and with our customers in the OU)
Track and leverage the right Commercial and Customer Metrics that enable impactful measurement and opportunity identification at scale, leveraging metrics to drive fact-driven Commercial and Customer Planning at scale, initiating the right interventions, while ensuring metrics-driven communication in all key system routines.
Execute Margin optimization strategy across the entire value chain
Step change our capability with digital tools to accelerate outlet segmentation enabling margin expansion through 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 global C&CL as well as Platform Services
2. Customer and NBV Management Partner with the CFO and OU senior leadership to-
Lead Finance business partnership to Manage National Key accounts customer relationships
Support Terms of Trade negotiation with customers – Negotiation strategy, fact-based analytics, setting boundary conditions and participation in negotiation meetings
Gain insights and brainstorm with operations, bottling partners and customers on business issues; Prepare & support internal stakeholders on on-going negotiations
Set rebate and deduction strategy, manage financial negotiations with Internal Operations team, Bottling Partners and Customers
Quantitative and qualitative Customer information to drive sustainable and profitable business for the long term.
Lead financial strategy and negotiations for new customer partnerships
Manage New Business Models E2E
Leverage the network and execute locally Global margin strategy
3. RGM & Commercial
Play critical role in leading the expansion of Revenue Growth Management as a core pillar for OU’s future development through an appropriate balance of locally developed and global best practice commercial capabilities, tools and processes.
Support design, development and implementation by Bottler/Country/Channel/Customer RGM strategy including overall Pricing Strategy, NARTD Category and Brand Pricing Strategy, Segmented Pricing and Execution Strategy and right pack-pricing architectures.
Lead systematic mapping of revenue growth opportunities across geographies, consumer/shopper clusters, occasions/shopping trips, channels/customers.
Lead overall system commodity Inflation management including inflation forecasting for key commodities and across Bottler level to enable proactive & dynamic decision making for driving pricing decisions across categories/packs
Step change our capability with digital tools to enable margin expansion through focused segmentation, optimal trade margins consumer promotions and system execution; enabling the right portfolio in the right outlets for the right Consumers and their key Occasion - in close partnership with local and global C&CL teams as well as Platform Services
Leverage the right Commercial and Customer Metrics that enable impactful fact-driven tracking and opportunity identification at scale, initiating the right interventions, while ensuring metrics-driven communication in all key system routines
Lead CPG pricing studies in collaboration with strategy & commercial, focused on identifying key pricing strategy learning from the Industry that can be leveraged by Company for long term as well as tactical price interventions in line with emerging trends in CPG industry
Minimum Qualifications and Requirements:
> 12 years of leadership experience in senior commercial finance roles Extensive management experience, with ability to work in a diverse cultural environment as a highly efficient communicator and influencer at all levels Strong combination of analytical and strategic thinking capabilities, deep understanding of our customers and a hands-on approach to collaborating in the OU
Owing to significant analysis complexity – The incumbent requires strong analysis and interpretation skills as the role requires deep understanding of various data sets including but not limited to – volume, system revenue and financial metrics, market share-distribution, execution data, consumer brand and shopper data
The incumbent needs to integrate all the available data sources to identify opportunity areas and help develop strategic action plans
Role model the ‘Leadership in the Network’ definition Ability to lead teams/prior people leadership experience and collaborating cross-functionally on enterprise priorities
Skills:
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.