Director, Customer Development - McDonald's

Reports to: Senior Director, Customers, ASP OU

Location: Singapore

Position Overview:

• This individual contributor role is responsible (in alignment with Center, Global TMD and relevant global protocols) for the development and implementation of the total business strategy between McDonald's and the Coca-Cola (KO) system (Company and bottling partners) for Base & Balanced Markets where McDonald's is located (i.e. Vietnam, Singapore, Malaysia) while coordinating all efforts across ASEAN & South Pacific Operating Unit (OU) relating to the McDonald's account
• Directly managing a business at scale including P&L, product/package range as well as equipment necessary to serve products, marketing, customer relationship, new product development, pricing, manufacturing, supply chain and end-to-end product quality management.
• Direction and management of relevant KO system resources to strengthen and expand the partnership and business performance of the Coca-Cola business at McDonald's primarily through growing McDonald's and KO system profitability.
• Responsible for achieving operational excellence in terms of the KO system's service levels to McDonald's and sustainable value creation/capture for KO system and McDonald's.

• Accountable for achieving beverage incidence and volume goals for sales to McDonald's of measured company beverages. Responsible for management of the McDonald's business, providing strategic direction and effective deployment of KO resources (i.e. customer management, brand marketing, finance ... etc) to achieve near & long term priorities as aligned with KO & McDonald's management.
• Responsible for stewarding the senior relationship between Bottlers and McDonald's CEO, as well as Region/Market leadership team (VP Region, Channel & Franchise, Marketing, Bottler GM, etc) and counterpart Relationship Partner in McDonald's senior leadership team. Also responsible for ensuring relationships are built at other necessary levels of the McDonald's and KO organization as necessary (either personally or by assignment or responsibility to other team members)
• Communicates and inculcates agreed policies, direction, goals and priorities to Coca-Cola System (including bottlers) constituents to ensure total national system alignment and agreement on development and execution of marketing plans, products, programs and services.
• Negotiates national pricing and cost structures to deliver revenues & profits to all constituents. Detailed knowledge of total system economics essential in managing pricing and funding dialogues between KO, bottler and McDonald's.
• Leads development and agreement of strategic priorities, joint business plans and management routines which incorporate both McDonald's and Coca-Cola growth and brand strategies. Ensures that these strategies are incorporated into KO marketing plans and leads frequent President/leadership team level business reviews between Coca-Cola and McDonald's constituents to determine progress against KPI's and to recalibrate business plans and objectives as necessary. Manages, builds and marshals Coca-Cola system resources according to the aligned strategy/plan
• Responsible for the overall P&L related to the McDonald's account, including management and economics return on an operating budget as well as a marketing budget
• Accountable for the planning and implementation of relevant product innovation to maximize KO beverage incidence and revenue within McDonald's. Responsible for developing and implementing consumer insight exploring, beverage strategy development, and new product/new equipment platform commercialization, formulation alignment and marketing activities design, in cooperation with the TMD, based on clear understanding of consumer & occasion opportunities and fully understanding of McDonald's needs
• Responsible for assured supply, including optimizing the supply chain of existing products and planning new still product supply chain

• At least 8 years of leadership experience in Customer leadership, Commercial planning and execution with strong skills in Commercial- and Customer Strategy, RGM, Segmentation and Portfolio strategy
• Proven Strategic and Analytical Skills as well as outstanding influencing skills.
• Ability to think from planning to execution and solid system financial understanding.
• Desirable to have bottler experience.

• The ability to think strategically is an essential element for successful development and implementation of long range business plans and objectives, as well as influencing internal and external stakeholders to ensure alignment and the successful implementation of those plans..
• An in-depth understanding of McDonald's strategic priorities, growth platforms, store financials (or of similar customers), operations, and merchandising systems, i.e., menu mix management, operating income, menu pricing and the role of beverages in maximizing store profitability.
• Well-developed financial acumen in order to effectively direct investment and expenditure decisions between Coca-Cola and McDonald's. This includes an understanding of the economics of the KO business at McDonald's (from KO system and McDonald's perspectives)
• Must have an intimate knowledge of the Coca-Cola operating system and be prepared to develop quickly an understanding of the McDonald's organization and franchise system. Knowledge of Coca-Cola and McDonald's international operating system would be beneficial. Effectiveness depends on ability to develop and direct an extensive contact network (Coca-Cola, bottlers, advertising and research agencies, suppliers, joint venture partners, distributors, and McDonald's).
• Must possess a very high level of initiative, communication skills and follow through, as success will depend on the individual's ability to work largely independently.
• Must demonstrate a proven ability to negotiate mutually beneficial solutions across multiple constituents. The role involves regular, intense and complex negotiations across a broad spectrum of issues (marketing, finance, pricing, manufacturing, supply and distribution) and a large number of constituents within the Coca-Cola and McDonald's systems.
• Must have highly developed relationship building, interpersonal and influencing skills, as this position requires constant interaction with Coca-Cola system and McDonald's personnel at all levels of the organization.
• Must have a detailed understanding of consumer marketing, brand strategy and development of consumer insights, research methods and promotions to uncover and realize consumer opportunities.
• Must have a demonstrated ability to train, teach, and transfer knowledge to others, including subordinates and colleagues.
• Strong organization and planning skills are critical in order to manage multiple, complex projects and priorities.
• The ability to engage in a high level of innovation, creative thinking and problem-solving is expected in order to address the need to develop unique solutions to a wide range of marketing and business challenges.