Senior Director, Customer - Jollibee International

Focus, Scope, & Impact:

Job scope: Senior single point of contact of the Coca-Cola company with Jollibee International and Jollibee Group senior management. Develop a global customer strategy for Jollibee with the focus on growing Coca-Cola's presence across markets internationally through winning RFP's in existing countries and opening new territories. In addition, ensuring system aligned customer strategies in each market to drive value creation and growth of our business.

• Negotiate and manage the respective Country multi-year renewals and plan for the opening of new territories in line with the Jollibee Groups plan of expansion globally. Will need to liaise with the local System team in each market to prepare for the proposal and pitches.
• Establish a working model and routine with the senior management of Jollibee Group to review the business and problem solve issues and drive multi-country wide opportunities.
• Bring best practices from across the Coca-Cola globe for implementation in multiple countries where Coke is the chosen Beverage supplier.
• Supervise, give input and where needed help implement integrated short and mid-term strategies for Jollibee to accelerate beverage incidence, NSR and Margin growth by working with the respective country system customer teams.
• Key Deliverables are: 1) Coke Supplier expansion in the multiple countries where we currently are not the Beverage Supplier plus the opening of new territories where the Jollibee Group is targeting to enter. 2) Achieve Volume, Revenue, and Profit targets of Coca-Cola Company across all the markets in total. 3) Strong partnership and relationship with Senior Management of the Jollibee group 4) Ensure each market has Customer-relevant occasion and portfolio development plans, defining shopper relevant category bundles, an impactful calendar of activation 5) Quality Assurance and supply continuity and service levels

Scope

This is a role based in ASP managing the international business of Jollibee. There are 2 other Jollibee Customer Roles responsible for the business in Philippines.

KEY SUCCESS PARAMETERS

Experience

• 10 - 15 years strategic leadership roles with customers. Bottling experience or Foodservice experience is ideal.
• Strong planning and collaboration skills
• Business experience across multiple functions (RGM, commercial, categories and/or channels)
• Strong financial and business system acumen, and foundational understanding of consumers.

Work Focus

• STRATEGY DEVELOPMENT: Develop customer strategy within our system business priorities and topline revenue targets. Build system engagement approach with customers, securing alignment on contact strategy, aligning stakeholder coverage map with System leadership, including senior management role in customer relationships.
• 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 BUs and bottlers. Deliver consistency in stewarding Ko system business results as well as profit contribution level of our brands to customer
• INFLUENCING THE SYSTEM: Prepare strategy and negotiation direction for bottler and KO OU C&CL input. Follow governance protocols for securing approval for negotiation and executing mandate.
• FINANCIAL MANAGEMENT: Accountable for: NSR growth, Transactions growth, System profit, NARTD share and Customer Satisfaction. Minimize system financial exposure in value extraction negotiations and maximize impact of pay for performance elements in international agreements.

Communication Focus

• External: Communicate directly with several senior level customer profiles, including up to CEO engagement. Adept at communicating KO and bottler business strategies, brand strategies, sustainability as well as an ability to connect opportunities based upon the customers business strategy.
• Internal: Interacts with both operational and senior system leaders. Must be able to succinctly steward the business opportunities as well as risk. Must be able to engage with both bottling leadership in a market on implications beyond the individual customer as well as giving clear direction to the bottler sales teams working on that customer. Must be proficient at effectively handling customer issues and misalignments in a manner that is both objective, transparent, as well as balanced while positively contributing to the customer relationship.

Skills:
Sales Process; Business Planning; Influencing; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Waterfall Model; Consultative Sales Management; Group Problem Solving; Sales Forecasting; Communication; Operational Assessment; Long Term Planning; Business Development; Solutions Selling

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): Bonifacio Global City, Philippines

Job ID: cocacola-151390209

Employment Type: OTHER

Posted: 2026-03-11T23:33:30