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eCommerce, Business Development Manager

The Coca-Cola Company

  • Location: Shanghai, China - CHN
  • Post Date: 12/4/2018
  • Job Type: FULL TIME
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Job ID: R-21434

Position Overview:

The NGP e-Commerce Business Developer Manager will be accountable for New Growth Portfolio exponential growth for e-Commerce Channel B2C, O2O, B2B and B2B2C. Leads the strategy definition and implementation of NGP e-Commerce customer Join Business Plan with strong collaboration with KO E-Commerce and eRTM China region Team. Builds an understanding of the channel and customer business model, needs and expectations. Provides subject matter expertise for developing and growing Channel's profitable NGP category revenue/volume in the e-Commerce Channel leveraging DME investment, logistic, trade marketing calendar, shopper and occasion insights and strategic RGM opportunities

Function Specific Activities:

  • Ensure business objectives achievement in e-Commerce Channel with e-Commerce Team, China eRTM and Bottlers. Initially focusing on Metro area and scaling up as the business gains traction.
  • Managing and maximizing the use of business development DME funds with customer base.
  • Develop an Investment plan against identified strategic imperatives with financial analysis, breakeven and ROI estimations.
  • Collaborate and drive buy-in with the e-Commerce Team, China eRTM and Bottlers team on the strategic imperatives and requirements.
  • Lead the development and implementation of specific incidence & frequency-transactions programs (e.g. NGP portfolio strategy and cross-promotion opportunities), RGM process in the channel to optimize revenue/volume mix and collaborate with NGP KAM, region sales & operations, marketing, logistic, FU and Bottlers for NPG new launches execution excellence.
  • Execute and adapt, when necessary, the strategy, role sort, organizational and process alignment between its function and NGP organization, FU's, Bottlers, 3rd Parties and Customers unlocking NGP sales and operation potential.
  • Explore and create FU and Bottler's capabilities for channels management including NGP sales planning, trade marketing,RGM, distribution and sales execution. Targeting fast growth revenue.
  • Develop people capabilities for Sales & Operation Team aligned with the KO Growth behaviours.


  • E-Commerce Channel strategies: Knowledge of and ability to explore and create capabilities for channels management including JBP, sales planning, RGM, distribution and sales execution
  • Execute/adapt the Route-To-Market Channel Strategy per product category/geography.
  • Solid strategic analysis and thinking skills able to build a sustainable business
  • Retail industry knowledge (e.g. retailers, competitors, shoppers, retail trends, distribution channels, retail operating principles and general business environment)
  • An outward facing Channel/Customer focus
  • P&L accountability and Knowledge
  • Bachelor's Degree or above, preferably in Business, Marketing, Economics
  • 7+years eCommerce related experience
  • Excellent written and oral English & Chinese skills

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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