Leads RGM team (two direct reports) responsible for supporting Target US Business
Franchise Leadership role in gaining alignment for price/package/promotion plans, including leadership of workstream involving bottler RGM support resources
Provides thought leadership in shaping direction CCR and bottling system takes within the marketplace with regard to planning, pricing and trade management
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Oversees creation of retail price package promotional plans for all categories within customer
Works with Trade Strategy and Insights group to implement the principles of trade spend optimization within customer plan
Provides perspective on pricing & promotional ideas for gap closure vs plan
Partners with Sales Leadership, Bottling Community & Finance on determining incremental trade investments and pricing exception requests for account base
Provides input to Finance Forecast team on mid to long range implications, CCF/Checkbook deployment, and guidance on key promotional events
PRIMARY RESPONSIBILITIES:
Lead Customer Annual Planning Process:
Leads RGM capability and retail strategy design within construct of National governance processes, with an emphasis on stewardship of RGM principles through the customer CCT
Leadership of Plan Advisor/AIP population process
Connection point with Business Planning COE on inputs & direction for development of Customer Plan
Linkage with Trade Strategy and Insights -- Ensure that CCF spend requirements are met and that event optimization guidance is reflected with AIP plans
Partner with Sales leadership on all multi-year / strategic customer planning – inclusive of non-price value added initiatives
Pricing & Trade Spend Stewardship:
Evaluation of all price exception requests from within account base – accountable for conducting standardized COE directed analysis upon each event and determining business impact vs. plan for customer & implications within broader marketplace
Partner with finance & sales leadership on determining incremental trade investment decisions that are within CCF $ allotment and within pricing guardrails
Partner with finance on submission of any exception requests that exceed CCF $ budget OR violate pricing guardrails – accountable for representing customer teams business rationale during approval process
Work with account managers and finance KAEP owners to build approved price exceptions request into KAEPs / AIPs
Stewardship of Customer Performance Management Routine:
Develop and steward all management routine requirements for account leadership team -- Inclusive of interpretation of weekly standard reports, development of monthly stewardship sessions and quarterly / trimester business reviews. Scope of responsibility includes all relevant internal & syndicated marketplace data systems – Sales reporting (volume, pricing, gross profit), UPF, Nielsen, Ad view, customer specific systems (e.g. Dunnhumby)
Responsible for conducting all gap vs. plan analysis against volume, pricing & gross profit opportunities
Provides perspective on pricing & promotional ideas for closing gap vs. plan – develops fact based evaluation of business impact for contingencies & gap solves
Provides account leadership team perspective and analysis on competitive activity & position within account
Coordination of all management routines & reporting needs with Business Planning & Performance Management COE
Provide Guidance on Customer Forecast & Checkbook
Provides perspective and analysis to account managers and KAEP/Checkbook teams on key holiday activities or special promotional events to better inform near term forecast (within 13 week horizon)
Provides finance KAEP/Checkbook team an objective and fact based perspective on mid to long range (beyond 13 week horizon) business trends (inclusive of gap solves & new item launches) and implications on forecast guidance
Partners with Finance on evaluation of accounts’ full year CCF checkbook balance – ensuring accuracy in capturing events spend levels; provides perspective back to sales leadership team on most effective means of deploying CCF $’s to maximize performance vs category goals
EDUCATION:
Minimum Required: Bachelor’s degree
Preferred Level: MBA or other graduate degree
EXPERIENCE:
5 - 7 years experience, preferably in the consumer goods/beverages industry
Experience in developing business plans / business cases; strategic thinking (forward-looking vision and anticipating of future needs)
Experience and comfort working directly with Customers
Experienced in developing Pricing & Promotion structures
Experience and comfort working directly with senior leaders; aligning senior execs w/ differing perspectives
Collaborating with customer teams and other key internal/external stakeholders; effective in influencing wide variety of stakeholders
Effectively communicates & builds relationships at all organizational levels
Preferred Level:
8 -10 years experience, preferably in the consumer goods/beverages industry
Large Regional Customer/TBT Planning
Customer/Sales management experience
Region/BU Planning experience
Influencing Independent Bottler Decisions
SKILLS:
Minimum Required:
Leadership skills – demonstrated ability to lead a team and meet business commitments through direct reports
Strong analytical skills – ability to draw insights and actions from data; ability to develop volumetric & financial models that can accommodate multiple inputs from diverse data sources and be used for scenario planning
Extensive experience with price/package/promotion plan development & analytics
Ability to lead complex analytical exercises/projects and which lead to actionable direction within the marketplace
Working knowledge of key data systems: planning tools (e.g. AIP, Scenario Builder, Price Simulator), syndicated marketplace information & data (e.g., Nielsen); forecasting systems (e.g. KAEP, UFP); internal financial & sales reporting; internal performance management & execution metrics (e.g. RED – Right Execution Daily)
Preferred Level:
Experience leading a team responsible for customer planning and performance stewardship
Experience developing and managing trade management programs
Deep knowledge & experience base with core Coca-Cola data systems: planning tools (e.g. AIP, Scenario Builder, Price Simulator), syndicated marketplace information & data (e.g., Nielsen); forecasting systems (e.g. KAEP, UFP); internal financial & sales reporting; internal performance management & execution metrics (e.g. RED – Right Execution Daily)
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