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Customers Development Director SLBU

The Coca-Cola Company

  • Location: Capital Federal, Argentina - ARG
  • Post Date: 12/1/2018
  • Job Type: FULL TIME
  • Post End Date: December 10 - 2018
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Job ID: R-21290

Position Overview:

• Position is responsible lead and develop the Customers Team in South Latin Business Unit so as to identifying and maximize Business opportunities and Our Big Bets (strategy deployment) with large complex chain retail and Key Account On Premise Customers.
• Achieve profitable sales by thoroughly understanding the complexities of the channel or customer's business and building enduring relationships based on trust and integrity with that customer's senior management team.
• Lead the development and alignment of joint business plans identifying key initiatives and establishing targets. Regular reviews of joint business plan to course correct as required.
• Develops and successfully sells customer plans that include annual agreements, strategic and tactical pricing plans and promotional plans that align with and support the customer's and the Coca-Cola System in South Latin BU business objectives and strategies.
* Set a Clear Vision as Strategy to join the whole KO System behind and allow us to set Business perspectives, Commercial Tactics and Executions to foster and reach that Long-Term Vision.
* Lead the Bottling System in SLBU so as to keep Developing New Capabilities to serve better our Key Customers and / or accelerate the Return of our investments within these Businesses
* Ensure a flawless execution of programs throughout the system
* Business Development & Relationships: Understand customer business model; business triggers, Know Sr Leaders (T2T)
* Senior Committee: Design Business approach & agreements, Define required Capabilities & processes
* Service Capabilities: Upgraded Models & Processes in RTM; Analytics, Trade Spend, etc thru dedicated team @ Bottler/FU/BU
* Customer Analytics into direction
* Works through Business Unit, Franchise Unit and Bottler networks to secure a new level of execution capabilities to maximize value from our growing multi-category full beverage portfolio.
* Aggressively expands winning practices across Business Units and explores new solutions to address the identified opportunities.
* Provide execution expertise for the development of scenarios, strategies, programs and provoke ideas for action, gained through learnings and insights from research to better understand the opportunities we have ahead to better serve customers and make our growing portfolio available.

Function Specific Activities:

Key Responsibilities

  • Develop an align a solid Business Plan to set the Strategic Vision that Ko System in SLBU should foster
  • Design the roadmap to reach that vision with clear steps defined as Annual Business Plans to reach that ambition describing our Key Priority Business Metrics: OI, NSR and SOV
  • Set Annual Business Plans with clear goals that connect our Local Businesses and Key Big Bets (Renew Category Growth, Leverage Commercial Excellence, Drive Stills Profitably, Gain Productivity, etc.)
  • Design and Conduct promotional Plans for Modern Trade customers that could assure Business Results in each country within SLBU
  • Develop and lead presentations both internally and externally on the state of your customer(s)' business identifying issues and opportunities and providing solutions to further develop customer and KO System
  • Weekly Business Performance Tracking so as to assess performance and set action plans to reach defined goals
  • Spend time in market reviewing and identifying levels of execution for our portfolio as well as competitive execution.
  • Review and comment on weekly/monthly/quarterly scorecards developed.

Job Requirements/Qualifications

  • +9 years in consumer goods industry
  • Proven experience leading projects through indirect employee management, combining Franchise Leadership, RED, Supply Chain and RTM
  • International or Multi-Country Experienced (Preferred)
  • Minimum of 5 years in sales/marketing and major account management
  • Experienced working with Nielsen / Kantar / Scentia and other syndicated data
  • Experience in developing successful annual business plans and price/package for retail customers
  • Strong analytical, verbal and written communications skills
  • Strong financial accumen
  • Above average computer skills
  • Working knowledge of FACT an asset


Knowledge and Skills:

  • Retailing: Knowledge of the retail industry (retailers, competitors, trends, visual merchandising, and general business environment) related to multiple channels.
  • Channels: Knowledge of specific channels of distribution, including competitive set, target consumers and key trends, including the ability to use information in the identification of new opportunities that are aligned with agreed business objectives.
  • Portfolio Marketing: Knowledge of how to build and leverage multiple brands and categories to drive maximum value with the Customer, Shopper and Consumer.
  • Consumer Knowledge: Knowledge of making global Brands connect with the consumer for long lasting preference leading to loyal adoption.
  • Project Management: Establishing courses of action to ensure that work is completed efficiently; identifies more critical and less critical activities and tasks; effectively allocates time to complete work; coordinates others.


Preferred Qualifications

  • Bachelor's Degree Required, MBA (preferred).
  • Executive Management Programs (In-house or Other)
  • #LI-LC1

Job Requirements:

Years of Experience:

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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