Director, Regional Customer Development (ASEAN & South Pacific Operating Unit)

Reports to: Senior Director, Customers, ASP OU

Location: Singapore

Position Overview:

• This individual contributor role leads the development of customer strategies and playbooks for the ASEAN & South Pacific (ASP) Operating Unit (OU) that are deeply rooted in shopper and trade insights, to drive significant basket/purchase incidence increase, by connecting seamlessly with relevant occasions in each customer and ultimately drive sustainable and accelerated growth for the System (NSR and margin expansion). Customers in scope are regional and local players in Supermarket and Hypermarkets, Convenience stores, On premise (QSR, Leisure, HORECA).
• Support countries in creating of the annual customer plans for strategic regional customers as laid out above to deliver the OU strategies in markets. This includes clear customer program, calendars, PICOS and fact-based targets and KPI's for our markets and supporting our front lines channel franchise teams in alignment with our bottlers and key stakeholders.
• Support re-negotiations/JBP's/ new pitch presentations for our priority customers with country channel franchise teams and bottlers. Leads the Advantage survey results + action planning in alignment with our country channel teams and bottling partners.
• Work closely with category teams to deliver clear customer portfolio strategy and embed these strategies into our OU & country customer plans. Further leverage RGM/Segmentation strategies to improve plan effectiveness and end results.
• Work closely with the Execution Transformation team to support the creation and enhancement of our execution & tracking abilities. This includes devising the OU/country CDE strategy, and commercial execution approaches such as RED/iRED, and supporting implementation of these.
• Define & propose key execution and performance metrics for the relevant customers using a fact-based approach and supporting our front-line teams to align with key stakeholders and bottlers. These KPI's must reflect the opportunities and support delivering of our OU Customer strategies in each country.
• Work closely with the Global Customer team to accelerate learnings through sharing of best practices and approaches that could be mutually relevant and aid better execution of our OU strategy.

• Accelerate NSR growth, TCCS basket and purchase incidence and system margins as well as value share across all key customers in the OU.
• Step change our capability with digital tools & playbooks to accelerate 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: Outcome: Better Field Sales Efficiency in Bottlers, higher strike rates, better product rotation, higher NSR at lower cost to serve.

• Minimum 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.

• STRATEGY DEVELOPMENT: Develop customer strategy to deliver the ASP OU priorities and topline revenue targets. Build a system engagement approach with customers, securing alignment on contact strategy, aligning stakeholder connects with system leadership.
• CUSTOMER COLLABORATION: Create joint business plan with customer based upon approved customer strategy (global or regional governance).
• NEGOTIATION & INFLUENCING: Negotiate complex agreements with customer(s), many of them multi-year, multi-country. Prepare business cases (growth opportunities) /scenario plans (value extraction mitigation) to facilitate effective decision making by the OU and bottlers. Deliver consistency in stewarding KO system business results as well as profit contribution levels of our brands to customers.
• INFLUENCING THE SYSTEM: Prepare strategy and negotiation direction for the bottler and OU teams. Follow governance protocols for securing approval for negotiation and executing mandates.
• FINANCIAL MANAGEMENT: Accountable for supporting: NSR, Transaction, System profit, NARTD share growth, and Customer Satisfaction. Minimize system financial exposure in value extraction negotiations and maximize impact of pay for performance elements in international agreements.

• Communicate with internal stakeholders and key Bottling partners.
• Internal: Communication of customer-specific opportunities, priorities and plans to the OU leadership team and other Senior Management
• System: Communication and alignment of key strategic initiatives by customer/bundle as well as their key business drivers, KO System strategic direction/ priorities and performance with senior bottler leaders
• External: Communicating with senior leaders of major customers, key advisors, and other stakeholders to progress and successfully deliver on key business development initiatives per customer.