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Senior Manager, Revenue Growth Management

The Coca-Cola Company

  • Location: Toronto, Canada - CAN
  • Post Date: 3/12/2019
  • Job Type: FULL TIME
  • Post End Date: March 26 - 2019
  • TRAVEL REQUIRED: 00% - 25%
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Job ID: R-25479

Position Overview:

Provides thought leadership to the Commercial organization in shaping direction the Sparkling category will take in the marketplace to deliver accelerated revenue and profit growth.

Key responsibilities include:

o Lead the development of a multi-year Brand OBPPC (Occasion, Brand, Price, Package, Channel) by providing expertise on the price and packaging elements
o Partners with Brand, Commercial and Sales Leadership to develop and quantify annual Sparkling commercial strategy
o Responsible for the development of a consumer driven retail price strategy for the category that informs the trade spend management.
o Partners with Sales to ensure that customer teams implement commercial planning & pricing assumptions
o Responsible for business case evaluation of all category specific business initiatives

Function Specific Activities:


Annual Brand/Commercial Business Plan Development:

  • Partners with Sparkling Commercial Operations and Channel Leadership to lead the development of commercial plans across all package formats for the category
  • Responsible for leading a cross-functional team in identifying and sizing all Sources of Growth for annual business planning
  • Lead Rate/Mix Strategy for Annual Planning.
  • Stewards the initial inclusion of all assumptions into planning tools
  • Supports Category Finance and Brand teams with RGM support through the Annual Business Planning Process

Price Strategy:

  • Supports the development of a consumer-driven retail price strategy
  • Crafts direction on price changes by market, channel and packages
  • Partners on the creation of Category Trade Letters which allow customer teams to execute against the category pricing strategy
  • Responsible for recommending most effective promotional strategies to maximize return on trade dollars
  • Lead uncovering additional revenue and profit pools to exceed business plans through pricing strategies.
  • Partner with bottler on out of plan investment requiring trade board alignment.

OBPPC Development and Management:

  • Supports RGM Director in the development of multi-year OBPPC (Occasion/Brand/Price/Package/Channel) with category specific expertise
  • Supports initiatives against “white space” identification - works with marketing on development of package opportunities against price tiers & channels (driven by brand strategy & occasions)
  • Develop package & promotion recommendations against opportunities - modelling scenarios of price plans by channel and proposed DNNSI, partners with Finance on COGS, and Profit assumptions, vet ideas for commercial feasibility, quantify options & build business case


  • Bachelor's Degree required, MBA preferred
  • 5-10 years' experience, preferably in the consumer goods/beverages
  • Experience in developing business plans / business cases; strategic thinking (forward-looking vision and anticipating of future needs)
  • Deep understanding of Sales/Customers
  • Understanding of P&L levers & value chain modeling. Finance experience is an asset.
  • Business experience across the system (bottler and CCL) and/or channels - e.g., large store, small store, and Foodservice/On Premise channels; wholesalers.
  • Experienced in developing Pricing & Promotion structures
  • Experience and comfort working directly with senior leaders; aligning senior execs w/ differing perspectives
  • Collaborating with brand/category teams and other key internal/external stakeholders; effective in influencing wide variety of stakeholders
  • Effectively communicates & builds relationships at all organizational levels
  • Growth Mindset.

Preferred Level:

  • 8+ years' experience, preferably in the consumer goods/beverages industry
  • Finance, Commercial or Analytics Experience
  • Customer/Sales management experience

Technical Skills:

  • Extremely 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
  • Ability to work with OST/Nielsen

Coca-Cola Limited is committed to creating a diverse and inclusive workforce.  We have a number of programs and policies in place to support this goal. If you require a disability-related accommodation in order to participate in the recruitment process, please contact our HR Shared Service team by calling 1-877-677-6774. Coca-Cola Limited will consult with all applicants with a disability who request accommodation during the recruitment process to ensure that the accommodation provided takes into account the applicants individual accessibility needs.


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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