Senior Director, C&CL – Large Retail Customers

Focus, Scope, & Impact:

• Lead, design and implement integrated consumer-centric strategies for Large Retail Channel & Customers to drive sustainable revenue and margin growth, win share and drive basket incidence.

• Responsible for stewarding the relationship with key stakeholders across the customers and leading the team to build best in class value-based relationships

• Bring the “voice of the customer” into our TCCC program design early to ensure we are thinking ‘customer back’ and maximizing relevance and execution at the POP/ “shop floor”

• Partner with OU category leads on occasion-centric activation on key categories to deploy through the channel with an integrated through the line approach (including experiential marketing)

• Be the System expert on the channel, able to reflect a consumer, shopper and customer perspective as well as a System execution capability within the channel.

Key Deliverables:

• Customer-relevant occasion and portfolio development plans

• Long range and annual planning for the channel & customer

• All customer TOT negotiation

• Ownership of channel and customer metrics and analyses including price tracking, agreement compliance, fill rates + advanced analytic based approaches to drive category planning and customer negotiation

• Defining shopper relevant category bundles and mechanics & an impactful calendar of activation that ties in with the customers’ activation cycles and briefing marketing accordingly for communications requirements and in outlet experiential requirements + aligning execution requirements with channel leads, country operations and bottler(s).

• Driving clarity on the channel Revenue pools/ Targeting of occasions, shopper types, bold OBBPC approaches to drive the right assortment, SKU optimization & innovation, terms and conditions and promo mechanics and –spends.  Wiring RGM 2.0 applications and implications into business plans to drive RGM/RTM linked capability with large retailers

• Co-developing and aligning channel development business plan with bottlers, including brand and package portfolio priorities and activation plans.

Qualifications & Requirements

• 15+ years of leadership experience in customer, commercial, operational marketing. 

• Strong planning and collaboration skills

• Strong customer understanding from an execution perspective

• Ability to think from planning to execution and solid system commercial and brand management

• Desirable to have candidates with Bottler experience

Communication Focus

• Internal communication includes providing direction to marketing for communications needs for the path to purchase activation.

• External communication includes customer engagement, agency management

• Influencing and negotiation skills are essential for these roles as they will influence taking action on their strategies as well as securing investment for those to be implemented.