Director, Key Customer Management, Digital Commerce - Meituan

Manager: Senior Director, Digital Commerce
Role Type: Individual Contributor
Language: Fluent English & Mandarin
Relocation Provided: limited relocation available (domestic location).

Please note: This role is not a fully remote position. The selected candidate will need to be based in Shanghai and follow our hybrid work setup.

Job Summary

As Director, Key Customer Management, Digital Commerce - Meituan, you will lead the end-to-end management and growth of Coca-Cola's key digital commerce customers, acting as the business owner for a portfolio of strategic partners (e.g. Meituan-Xiaoxiang, O2O. The portfolio may evolve in response to changing business priorities and market conditions.) This role is accountable for managed accounts' P&L and overall business results delivery, shaping specific customer strategies, driving joint business planning and delivering sustainable top-line and profit growth through disciplined execution and strong cross-functional collaboration.

Working closely with internal stakeholders, you will orchestra the system to ensure customer priorities are met while delivering company growth objectives. Beyond day-to-day account management, this role also roots in building long-term, value-creating partnerships with customers, strengthening senior-level relationships, and continuously improving execution quality, operational effectiveness, and mutual growth outcomes for the channel.

What You'll Do for Us

• Lead the end-to-end management and business results delivery of assigned key digital commerce customers, developing and managing short-to-long-term customer plans that drive sustainable growth across volume, revenue, and execution outcomes, etc.
• Lead Joint Business Planning and strategic customer reviews, translating channel priorities and customer agendas into clear annual objectives, growth initiatives, and performance targets.
• Build and sustain trusted and strategic customer partnerships, leading regular strategic dialogues, T2Ts, addressing complex issues constructively, and strengthening long-term trust and mutual commitment.
• Govern customer execution and performance outcomes, setting clear execution priorities, monitoring delivery against plans, and driving corrective actions with customers and internal teams where gaps arise.
• Manage customer investment planning and financial discipline, including but not limited to business case development, investment prioritization, ROI tracking, and post-evaluation to ensure effective and accountable use of resources.
• Orchestrate cross-functional alignment across RGMX, RTM, Marketing, Supply Chain, Finance, Franchise Operations, and bottlers, ensuring customer plans are supported and executed through the system.
• Perform other job-related duties as assigned, in response to evolving business needs and market dynamics.

Requirements & Qualifications

• Bachelor's degree or above in Business Administration, Marketing, Finance, Economics, or related field.
• 10+ years of relevant experience in FMCG or similarly complex organizations. With a strong track record in key account management, customer management, or customer development roles supporting digital commerce customers(preferably).
• Demonstrated experience owning end-to-end customer performance, including customer strategy, JBP, execution governance, and delivery of agreed volume, revenue, and operational outcomes, etc.
• Ability to build and sustain trusted, senior-level customer relationships, and lead complex, multi-topic commercial negotiations.
• Demonstrated ability to operate effectively in matrixed environments, influencing cross functional stakeholders and aligning internal teams behind customer strategies without direct authority.
• Strong commercial and financial acumen, with hands-on experience in customer investment planning, business case development, ROI tracking, and post-investment review.
• Clear, confident, strategic communicator with the ability to translate complex topics into structured, pragmatic, agile discussions with both internal stakeholders and senior customer counterparts.
• Fluent in English and Mandarin, with the ability to engage senior stakeholders across functions in a fast-paced environment.

Channels Strategy, Conversion Rate, Customer Insights, Customer Strategy, Demand Generation, Key Performance Indicators (KPI), Leadership, Marketing Insights, Marketing Strategies, Market Segmentation, Sales Channel Development, Strategy Development

Location(s):
China

City/Cities:
Shanghai

Travel Required:
26% - 50%

Relocation Provided:
No

Job Posting End Date:
May 30, 2026

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.

Annual Incentive Reference Value Percentage:30
Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.

Client-provided location(s): Shanghai, China

Job ID: cocacola-151975164

Employment Type: OTHER

Posted: 2026-04-30T23:32:39