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Senior Director, Customer Development & Digital Commerce, NEF
Senior Director, Customer Development & Digital Commerce
Reporting Line: Franchise
Role Purpose
The Senior Director, Customer Development & Digital Commerce leads the integration of Customer Development, Digital Commerce, and System-wide execution to drive sustainable volume, value, and market share growth. The role shapes and executes a unified Franchise-level customer and digital commerce strategy, accelerating omnichannel growth, strengthening execution excellence, and building future-ready commercial capabilities across the System. The role operates in a complex multi-bottler environment, orchestrating alignment across Franchise leadership, customer teams, bottling partners, and digital ecosystems to deliver enterprise results.
Key Accountabilities
– Define and execute a Franchise-wide Customer Development strategy across Modern Trade, E-Commerce, Q-Commerce, QSR, On-Premise, O2O, and Travel channels.
– Deliver profitable volume, value, and share growth aligned to Annual Business Plans and Long-Range Plans.
– Lead an integrated Digital Commerce and Digital Business Strategy embedded in commercial planning.
– Accelerate B2B, E-Commerce, and digital execution models across customers and bottlers.
– Navigate and align a 30+ bottler ecosystem, ensuring execution excellence and system collaboration.
– Develop strategic, value-creating customer and enterprise digital partnerships.
– Lead, coach, and develop a high-performing senior team and act as a capability multiplier across Franchise teams.
Experience & Qualifications
– 15+ years of progressive leadership experience within FMCG or consumer goods environments.
– Deep expertise in Customer Development, Commercial Strategy, Digital Commerce, or Operations.
– Proven success delivering results in complex, multi-market and multi-partner systems.
– Strong people leadership, executive influence, and change leadership capability.
Critical Capabilities
– General management capability with P&L accountability.
– Strategic and systems thinking with strong execution orientation.
– Agile and change leadership mindset.
– Deep customer, commercial, and digital ecosystem understanding.
– Data-driven storytelling and executive communication skills.
Skills:
Sales Process; Influencing; Business Planning; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Waterfall Model; Consultative Sales Management; Group Problem Solving; Sales Forecasting; Communication; Operational Assessment; Long Term Planning; Business Development; Solutions Selling
Our Purpose and Growth Culture:
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
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