DIRECTOR, CHANNEL EXECUTION MODERN TRADE NARTD

At the Coca-Cola Company, we are a center of excellence who work collaboratively to find new and innovative ways to strategically move the business forward by leading, developing, and executing digital strategy throughout our customer and Bottler relationships. We're looking for candidates with a proven ability to implement initiatives, develop marketing strategy and analysis via insights and market data in the eCommerce space to make a global impact for some of the most recognized brands in the world.

What You'll Do for Us

• Develop impactful and forward-thinking insights for operating unit, customer, and category-level digital business performance and opportunities, including industry/economic analysis, trend identification and impact sizing, and ad-hoc analysis.
• Manipulate and analyze large data sets to distill actionable insights from data and convey findings to executive audiences
• Create effective, scalable, and easy-to-understand reporting solutions, ensuring digital is well integrated into enterprise decision-making and performance management.
• Partner with Platform Services to develop and automate reports, iteratively building and prototyping dashboards to provide insights at scale and support monthly and quarterly performance management routines.
• Collaborate with cross-functional insights and analytics teams, Global, and Platform Services to develop a vision and roadmap for insights and analytics
• Works closely with our bottling partners to activate in-market initiatives to experiment and learn how segmentation solutions can drive incremental business growth.
• Collaborates with the strategy and insights community on linking consumer segmentation with market segmentation efforts to maximize efforts.
• Builds an understanding of the channel and customer business model, needs and expectations and assess our opportunity to connect with these for un-parallel value creation
• Develops an investment plan against identified strategic imperatives with financial analysis, breakeven and ROI estimations.
• Collaborates and drives buy-in with the bottling team on the strategic imperatives and required investment plans, with aligned milestones and KPIs, as well as investment sharing arrangements.
• Leads the development and implementation of specific incidence & frequency driving programs.
• Leads key channel specific shopper/customer insight development to build a strong insights and analytics base for channel planning and execution
• Drives the development of business case, and the launch of region-specific new product/package launches, new off-take driving programs, as well as, ensures the successful execution of national innovation projects.

• Lead the execution of commercial strategies across various retail channels including Supermarkets, Convenience Stores, Pharmacies, and organized Out of Home (OP) sectors. Identify and capitalize on key opportunities in collaboration with Retail Key Accounts (KA) and OP KA to ensure successful channel strategy execution, achieving revenue, transaction, and volume goals.
• Customize and apply Operational Unit (OU) strategies and performance indicators (PICOS) to specific zone/customer needs, maintaining consistency and optimizing the balance between adaptation and adoption while overseeing the activities calendar.
• Conduct Category Management (CATMAN) analysis and design effective planograms for optimal shelf-space utilization and cold drink equipment placement, based on SKU velocity to enhance product turnover and sales volume.
• Deploy strategies and innovations to boost the presence and impact of commercial assets, particularly cold drink equipment, and create performance monitoring frameworks to improve execution with a focus on RED / PicOs implementation.
• Collaborate closely with Bottlers and Key Account clients to refine internal processes, facilitate the adoption of support tools (e.g., CokeNet), and revise route-to-market (RTM) strategies to increase the company's agility in response to market dynamics and strengthen go-to-market efforts.
• Support channel-specific initiatives in physical stores, extending their reach through digital and e-commerce platforms, using resources and insights provided by the Executional Intelligence department.
• Engage in the development of channel commercial capabilities through inter-departmental collaboration with Revenue Growth Management (RGM), Market Assets, and Customer Relationship Management (CRM) to ensure sustainable growth, market competitiveness at the point of sale (POS), and long-term customer engagement.
• Monitor key channel metrics (e.g., Share of Market, Share of Wallet, Share of Voice, RED, Price Compliance), analyze business performance, and devise strategies for improvement. Foster a culture of knowledge sharing within the KO System to transform insights into actionable strategies.
• Utilize advanced analytics for identifying opportunities and leverage technology to scale solutions.

• Bachelor's degree in Marketing, Business Administration, Industrial Engineer, Finance, or related field required
• 6+ years of experience in Commercial Execution, Market Development and Channel Strategy.
• Problem solving mindset with strong Analytical Skills, and a good working knowledge of digital solutions and machine learning models.
• Outstanding influencing skills and cross-functional collaborative working standards.
• Deep understanding of Value Chain concept.
• Experience having owned/shaped/led growth and marketing strategy for global product line.
• Deep marketing expertise in market & customer insights, segmentation, product commercialization and branding
• Ability to motivate and work well with diverse, global, and cross functional teams.

• Define pillars to enable strategy related to execution on Modern Trade
• Develop and implement comprehensive strategies tailored to modern trade channels. This includes analyzing market trends, consumer behavior, and competitor activities to identify opportunities and challenges within these retail environments.
• Work closely with the sales and marketing departments to ensure alignment of in-store promotions, pricing strategies, and product launches.
• Market Understanding and Customer Insight: Deeply understanding market trends, customer preferences, and behavior is critical. Coca-Cola operates in a highly competitive sector where tastes and preferences can shift rapidly.
• This role requires robust Commercial Execution and Bottlers Operation understanding, and a very solid system experience to work in collaboration with different stakeholders.
• Forge strong, strategic relationships with key accounts and decision-makers within the modern trade sector. Effective negotiation and collaboration are paramount to secure prime shelf space and favorable terms.
• Regularly review performance and strategies with these accounts, identifying areas of growth and addressing any challenges.
• Trade Marketing and Promotions: Collaborate with marketing teams to design and implement effective trade marketing strategies that enhance brand visibility and product availability in modern trade channels.
• Monitor and evaluate the effectiveness of promotional activities, adjusting as necessary to maximize return on investment and drive sales.
• Category Management: Work with category management teams to optimize product assortment, placement, and pricing strategies within modern trade outlets to enhance the shopper experience and increase sales.
• To be successful, this role requires a strong combination of strategic thinking, analytical expertise, problem solving mindset, and the ability to build up simple plans that can be easily understood by frontline salespeople and customers.

• Developing and nurturing strong relationships with bottlers for ensuring strategy implementation.
• The Coca-Cola Company, involves a multi-faceted approach to communication. In this position, one has the responsibility for sharing information, influencing others, and negotiating with stakeholders, each of which plays a crucial role in achieving business objectives. Here's how these responsibilities manifest:
• Sharing Information
  • Clarity and Transparency: The lead should share information clearly and transparently with all relevant parties. This can include internal updates on project progress, changes in strategy, or sharing insights derived from market analysis and consumer trends.
  • Tailoring the Message: It is also about ensuring that the information is tailored and relevant to the audience, whether they are team members, higher management, or external partners.
• Influencing Others
  • Vision and Strategy Communication: A key part of the role involves influencing others to buy into the company's vision and commercial strategy. This requires persuasive communication skills to articulate the value and impact of proposed initiatives.
  • Change Management: Influencing is crucial in leading change management efforts, encouraging teams to embrace new processes, technologies, or strategies in pursuit of competitive advantage.
• Negotiating with Others
  • With Internal Stakeholders: Negotiation within the context of internal stakeholders might involve securing resources, gaining buy-in for new initiatives, or managing internal expectations regarding project timelines or outcomes.
  • With External Partners: Externally, negotiating can involve discussions with suppliers, bottlers, or retail partners to ensure favorable terms, addressing issues like execution, communication, and campaigns deployment.

• Iconic Brand: Work on the most recognized brand in the world and be part of developing the brands next chapter.
• Exposure to World Class Leaders: Availability to global marketing leaders that will expand your network and exposure you to emerging digital platforms and marketing insights.
• Creative Team Culture: Be inspired by the best brand leaders and agencies in the world, which creates a creative culture that supports taking risks and innovation.