Director - Sustaining Commercial Platform - The Coca-Cola Company - Atlanta

Job description
Position Purpose

Represents the CCR commercial perspective in all brand(s) discussions/decisions—serves as the major intersection (lead) in the organization between category/brand teams and Commercial Marketing & Operations teams (i.e., represents the brand back to the Commercial Marketing & Operations and Sales teams and has working channel knowledge while participating as an active member of brand teams)

Responsible for the development, implementation and achievement of category annual commercial business plan
Directs and stewards commercial development of all new item introductions in partnership with a team of product/package/program commercial resources
Accountable for program leadership (including multicultural depth) across channels, align channel input on price/pack architecture and ensure channel coherency (retail and foodservice/OP)
Responsible for consistency, inclusion and performance of category/brand initiatives in all channel plans in order to maximize growth.
Provides leadership on DME and/or go to market funding decision for targeted brands to support shopper marketing, and partners with the Commercial Ops leads in shared responsibility for the performance by channel/category and customer teams
Partners with brand team to ensure Commercial leadership organization serves as a single source of direction to Commercial Marketing & Operations and customer (NRS, NFS) and Franchise bottlers, delivering and transformation brand strategies into actionable plans
Ensure representation of channel needs and proper translation of brand strategies across all channels
Influences category operations team designed to support this leadership role, and leverage virtual team (i.e., RGM, finance, product supply) throughout organization to drive brand-to-channel program development


Primary Responsibilities



Strategic thinking and strategy development/building organizational capability –


Leads the 3-5 year commercial strategy on behalf of targeted brands
Provides the brand directors/AVPs with both high-level perspective and detailed analysis on pricing/trade structure, commercialization, operational issues, and other commercial topics across channels
Stewards brand / package performance to Annual Business Plans (ABP) goals
Works with Group Director, Category Operations to manage any issues requiring alignment across large store, small store, and FSOP; supporting Commercial in delivery of category plans across channels
Develop category-specific multi-year commercial for plans for implementation across channels, customers and bottlers
Ensures brand/category team decisions can be actioned against channels, customers, and geographies
Serves as the primary source of feedback to the brand/category from customers, channels and geographic teams
Support category/brand teams in determining DME program budget, manages the program DME allocation across channels/customers and re-allocates funding based on performance
Supports Commercial Leadership category strategic planning and performance management

Commercial Marketing & Operations


Interfaces with broader commercial team as required to manage any issues requiring alignment; supporting delivery of category/brand plans across channels. Has ability to take a cross-channel view to ensure coherency / consistency
Collaborates with the broader sparkling commercial team and commercial operations teams to ensure the application of key category plans into channel commercial plans and PicOS
Collaborates with RGM to ensure all channel coherency planning as it affects category
Leads stewardship of all category/brand initiatives with customer, brand, broader commercial and franchise teams to measure success and determine best next steps


Brand Commercialization


Lead development Category Commercialization brand plan and program development
Coordinates with category RGM and channel operations and commercial execution to ensure market tests and full-roll out of category programs (e.g., sell-in decks, post- test analysis)
Provide leadership on testing viability of new items across categories, align channel input on price/pack architecture and ensure channel coherency
Partners with category operations and program mgt. to manage system manufacturing and supply chain capabilities
Partners with product/package leads in creation of brand/ package launch decks/PAGS for delivery to channel planning and sales teams for use in the market
Leads brand pilot program development and stewardship
Serves as the primary source of feedback to the brand/category from channels, customers and geographic teams
Partners with brand teams to determine final program elements


People leadership & development –


Organizational effectiveness –Participate in sessions with leadership team & full commercial organization to enhance effectiveness and employee engagement on an on-going basis
Employee engagement – seek out opportunities to enhance employee engagement
Establish a comprehensive and vibrant process that supports CRS initiatives and is well connected to global and national goals
Education



Minimum Required: Bachelor’s degree



Preferred Level: MBA or other graduate degree



Experience



Minimum Required:


10-15 years of experience, preferably in the consumer goods/beverages industry
Leadership and experience working across multiple channels – e.g., large store, small store, and Foodservice/On Premise channels
Brand/category management experience
Proven track record of ability to not only embrace change – but drive it
Planning experience; strategic thinking (forward-looking vision and anticipating of future needs)
Proactive leadership style
Proven track record for delivering sustainable results
Collaborating with brand/category teams and other key internal/external stakeholders; effective in influencing wide variety of stakeholders
Effectively communicates & builds relationships at all organizational levels; communicates long-term vision and shorter-term opportunities through clear & simple messages
People leadership/management – specifically, experience leading leaders of others & managing virtual teams
Field leadership experience including P&L responsibility and management
Experience in coordinating Pricing & Promotion structures
Demonstrates strong business acumen through the ability to create a 1-3 year business plan for brand/category and a path to achieve that vision, anticipating future trends and needs in the marketplace and business; demonstrates innovation/creativity


Preferred Level


15-20 years experience, preferably in the consumer goods/beverages industry
General management experience
Customer/Sales management experience
Leadership experience in multiple (2-3) channels (e.g., large store, small store, food service, specialty stores, etc.)
Experience in multiple capabilities in a CPG organization (e.g., sales and shopper marketing, or RGM and strategy, etc.)
Strong track record of leadership across cross-functional teams


Specialized Technical Skills



Minimum Required:


Analytics experience – ability to draw insights and actions from data
Planning experience; strategic thinking (forward-looking vision and anticipating of future needs)
Proven track record for delivering sustainable results
Collaborating with brand/category teams and other key internal/external stakeholders; effective in influencing wide variety of stakeholders, particularly in situations where Commercial leadership may have accountability for doing the work but may not have control over all decisions impacting the work
Effectively communicates & builds relationships at all organizational levels
Strong change management capabilities
Ability to influence and gain alignment across diverging perspectives
Proficient in Powerpoint, WORD and EXCEL


Preferred Level:


Experience building and monitoring annual business plans
Experience developing and managing trade management programs
Experience in both brand and commercial
Experience building and implementing channel marketing plans

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