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Group Director, Revenue Growth Management & Commercial Finance - 7-Eleven-CR

The Coca-Cola Company

  • Location: Atlanta, GA - USA
  • Post Date: 3/7/2019
  • Job Type: FULL TIME
  • TRAVEL REQUIRED: 26% - 50%
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Job ID: R-25312

Position Overview:

It's an exciting time to work in The Coca-Cola Company's flagship market. We're accelerating our momentum as the fastest-growing large consumer goods company in North America by putting people at the heart of our business and everything we do - whether we're innovating to give consumers the drinks and packaging sizes they want, or building our eCommerce capabilities. People are our focus when we're collaborating with our diverse network of locally-connected bottling partners, and when we're returning every drop of water we use to communities and nature. And people - with the different backgrounds, skills and perspectives they bring to our workplace - are helping transform our business, one big idea at a time. We empower our employees to challenge the status quo, make bold recommendations, experiment and adapt, so we can grow together and make a great business even better.

Function Specific Activities:

  • Senior business leader responsible for delivery of The Coca Cola Company (KO) System's revenue plan for US National Retail Sales (NRS) - Convenience Retail/7-11 Teams.
  • Direct support of VP Sales and teams. 
  • Management of a team of roughly 10 - 16 integrated Commercial Revenue Growth Management and Finance professionals responsible for developing, implementing and managing pricing and trade strategy decisions to deliver the revenue and profit plans for three key constituents:  Coca Cola North America (CCNA), KO Bottlers and NRS Customers. 
  • This role has the authority to create and execute strategy with minimal guidance; discretion and freedom to act in developing trade promotion management, optimization processes and strategies.

Accountabilities include:

  • Leads Revenue Growth Management team that develops pricing and trade strategies for Convenience Retail/7-11 and Finance team responsible for performance management routines, reporting & tracking, sales forecasting, trade management and maintaining strong financial controls
  • Serves as the Commercial lead (RGM) in Sr Level National customer meetings as key decision maker in the joint business plan development and stewardship.
  • Leads current, and multi-year, strategic dialogue relating to pricing and trade strategies with system governance boards (Regional Customer Governance Board (RCLB) and Core Customer Team (CCT)) and is responsible for influencing and aligning multiple bottlers to one commercial plan for [Customer/Region/Channel] customers
  • Develops stretch initiatives to deliver the annual business plan and identifies business levers that the bottling system can influence, drafting strategies/options (price, package mix, promo frequency) to ensure competitive position in marketplace
  • Leads the overall NRS customer planning process (from revenue to Opex) in collaboration with the Sales Leadership team, making decisions to optimize overall customer trade investment and system profit.
  • Provides input to Category and Portfolio Commercialization organizations and broader Planning & Revenue Growth Management organization in shaping direction in marketplace
  • Ensures People Leadership (Development, Performance Management, Coaching) to leverage talent and experience within the organization

Experience Required:

  • 10-15 years' experience, preferably in the consumer goods/beverages industry
  • Business experience across multiple product lines and/or channels
  • Analytics experience - ability to draw insights and actions from data
  • Proven track record for delivering sustainable results
  • People leadership/management - specifically, experience leading leaders of others

Education Required:

  • Bachelor's degree

Preferred Education & Experience

  • MBA or equivalent master's degree preferred
  • Consumer goods/beverages industry
  • Customer HQ Sales management experience
  • CCNA and/or Bottler Planning
  • Large Customer/TBT Planning
  • Influencing Independent Bottler Decisions
  • Experience developing and managing trade management programs
  • Deep technical knowledge of key data systems (e.g., ERMS, SAP, Coke One), syndicated marketplace information & data (e.g., Nielsen, Dunnhumby) Market Vision; forecasting systems; internal financial & sales reporting; internal performance management & execution metrics (e.g., RED - Right Execution Daily)

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.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. Apply
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