The Director of Distribution Management is the key leader for a geographical territory of strategic Foodservice Broadline Distributor HQ ownerships and operating companies across North America. Our vision is to be the most valued, indispensable business partner and supplier of our Distributors. The Distributor network sells and delivers more than 87% of our total Foodservice cases through its operations.
Function Related Activities/Key Responsibilities Lead annual business planning for portfolio of distributors that delivers against Coca-Cola strategic priorities while delivering mutual benefit to CCNA as well as distributors.
Accountability for building relationships with senior executives (C-Suite, Presidents, SVP, VP Procurement, VP Operations) of distributor portfolio to grow partnership and gain alignment of collaboratively developed annual business plan for growing brand and package portfolio while driving operational efficiencies.
Lead development/enhancement of capabilities and implement training solutions across our Foodservice Distributor Network of Sales Representatives to drive profitable category growth with efficiency and accelerated speed to market.
Keep abreast of competitive activities within the responsible geography and share insights appropriately across distribution team and distributor portfolio as appropriate
Enable the expansion of Coca-Cola brand innovation developing programs and initiatives for distributor to increase availability in the marketplace while capturing incremental revenue and profit.
Advance, optimize, and innovate new and existing capabilities to support alternative routes to market for our foodservice partners and consumers.
Collaborate with cross-functional representation to ensure that CCNA delivers the full depth and breadth of resources required to deliver mutual benefits/results against annual business plan.
Lead stewardship routines across distributor portfolio to manage and measure partnership activities against mutually agreed to plan initiatives/opportunities and execution of incentives.
Develop local market partnerships with distributors and CCNA Bottlers to ensure leveraging scale of Foodservice community for growing On-premise market availability.
Monitor and inspire cross-functional teams to drive improvement for higher level of differentiated service through efficient operational programs and service levels.
Manage and administer compliance of distributor agreement policies and guidelines for mutually managing the growth of our product portfolios across our collective operations.
Balance the collective relationships between Coca-Cola, our Distributors and that of our mutual customers to ensure our consumers have the highest level of product availability at their favorite foodservice restaurant.
Provide direct reports inspirational leadership to support their developmental growth and ownership for delivering annual goals focused on the work that matters most for executing our business strategy for our National Foodservice and On-Premise organization.
Education Requirements:
Education: Bachelor\'s Degree or equivalent work experience - MBA preferred
Related Work Experience: at least 12-18 years
Related Work Experience:
Relationship management (suppliers, contractors, bottlers) knowledge of third party supplier/contractor culture/core competencies.
Annual Business planning and management: Ability to prepare, implement, influence and execute collaborative annual business plans.
Supplier performance management: Knowledge of supplier capabilities and performance to enhance and manage relationships (specifically foodservice distributor suppliers).
Project Management: Ability to lead, prioritize, collaborate and execute complex projects.
Negotiating: Seek alternatives and recommend best solutions that gain all parties support and lead to win-win results.
Managing contracts and agreements: Ability to evaluate, write and interpret contractual agreements to ensure alignment and compliance with applicable legal relationship requirements.
Functional Skills:
Advancing selling and negotiation skills
Strategic planning
Financial acumen (understanding of P&L)
Creating customer and company value through distributor capabilities
Job Requirements:
Years of Experience:
7-10 Years Experience
Leadership Behaviors:
DRIVE INNOVATION: Generate new or unique solutions and embrace new ideas that help sustain our business(encompassing everything from continuous improvement to new product and package innovation).
COLLABORATE WITH SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders to approximately stretch and impact the System (Company and Bottler).
ACT LIKE AN OWNER: Deliver results, creating value for our Brands, our System, our customers, and key stakeholders.
INSPIRE OTHERS: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible.
DEVELOP SELF AND OTHERS: Develop self and support others\' development to achieve full potential.
Growth Behaviors:
GROWTH MINDSET: Demonstrates curiosity. Welcomes failure as a learning opportunity.
SMART RISK: Makes bold decisions/recommendations.
EXTERNALLY FOCUSED: Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices or ideas.
PERFORMANCE DRIVEN AND ACCOUNTABLE: Has high performance standards. Outperforms her/his peers.
FAST/AGILE: Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.
EMPOWERED: Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.
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