Senior Director Global Marketing Procurement: North America Operating Unit

ROLE LOCATION: Atlanta, North America.

We are looking for a dynamic leader to evolve how we manage the procurement of the North America Operating Unit (NAOU) Marketing investment within Global Marketing Procurement (GMP) and ensure closer alignment, clarity and delivery of tangible productivity within the NAOU.

The Sr. Director, Global Marketing Procurement for NAOU will lead the OU and act as the first point of contact with Global Marketing Procurement within NA. The Operating Unit Director (OUD) represents the strategic sourcing initiatives for key operating unit activities and aligns with the GMP global Towers’ NAOU productivity plan. They will work closely with other OUD’s to ensure that the NAOU realities are taken into account when multi-OU deals are being negotiated but without losing the benefits of leveraging scale and consistency of scope at the highest spend levels and also ensuring that the TCCC network model thrives whilst delivering the OU needs.  

The bullseye of the role is to ensure the OUD partners closely with the Towers and the NAOU to identify best ‘fit for purpose’ agency and service provision to support the business strategy and brand and promotional activity and co-manage a team within NA to ensure excellent negotiations, contract management , responsible sourcing, on time in full delivery and ability to drive clear and tangible productivity, incremental value and extended ROI from all partnerships.

The role reports to the Sr. Director – OUD Lead and has shared responsibility alongside the Tower leads for the majority of the $2bn of marketing spend across NA. The candidate will be a key partner to the marketing community and represent and lead the North America Operating Unit within GMP.

 Organizational Impact: 

• The candidate will be responsible for leading the NAOU on behalf of GMP with strong procurement capabilities and subject matter expertise and experience of all areas of Direct Marketing Expenditure (DME). 

• Remit is NA based and is responsible for strategies, processes and workflows, relationships, risk mitigation and delivery in a highly visible role which links to NAOU P+L. 

• They will provide leadership across the OU and support other OUD leads, tower leads and other potential talents.

• They will represent the function of marketing procurement internally and externally to support a progressive, modern, and dynamic approach to business. 

• This is not a people manager role, but you will be responsible for partnering and coaching the tower teams within the OU.

Innovation & Complexity 

• Responsible for inputting into and/or improving upon existing processes and systems using significant conceptualization, reasoning, and interpretation.  

• A strong problem solver and business thinker and can bring to bear multi strategies and approaches to manage complex issues. Solutions are novel and unique and draw upon best practices and expertise. 

• Extensively analyzes problems to seek understanding of the root causes. 

• Able to lead the needs of the OU whilst supporting global operating needs.  

Communication & Influence 

• Strong influencing ability to convince others internally and externally to agree/accept/adopt new concepts, practices, and approaches impacting sub-functional/business strategy.  

• Ability to communicate clearly and succinctly with senior leadership on matters of strategic importance and complexity  

• Conducts briefings with senior leaders within & outside the job function.  

• Working on many highly time-sensitive negotiations across TCCC stakeholders, senior management and bottling network. 

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Leadership Behaviors 

• The ability to build trusted relationships quickly.

• Act Like an Owner: Deliver results, creating value for our brands, our customers, and key stakeholders.

• Inspire Others: Inspire people to deliver our mission and vision, demonstrate passion for the business and give people a reason to believe anything is possible.

• Team Player: Always support the bigger picture.

• Develop Self and Others: Develop self and support others’ development to achieve full potential.

• Drive Innovation: Generate new or unique solutions and embrace new ideas that help sustain our business.

• Able to challenge well and own uncomfortable conversations without alienating partners.

Primary Responsibilities

• Lead the NAOU – to manage negotiations, contracts and performance of agencies and suppliers on an NAOU basis alongside and with the full collaboration of the OU focused Tower teams.

• Manage and align GMP behind productivity projects and targets.

• Participate in and, on occasion, lead cross-functional teams (IMX, Agency Ops, Frontline teams, bottlers, legal, OU marketing and Finance) and lead negotiations to ensure that business fundamentals are included in negotiations and reflected in final agreements

• Manage a large and varied portfolio of activities and projects and lead a team to act autonomously throughout every stage of complex delivery of services and items (including financial review, due diligence, negotiating strategy, deal structure, negotiation communication with internal stakeholders, internal approvals, contract drafting and completion and 3rd party supplier service performance and on time delivery

• Ensure detailed approval & analysis documentation according to policy and consolidate deal terms and considerations for approval presentations to senior management.

• Coach and develop team to be best in class negotiation and deal delivery partners.

• Develop & lead innovative approaches to sourcing while using analytics and processes to determine scenarios, benefits, risks and change management impact of each of those options.

• Develop and maintain relationships with senior management across all functions within TCCC and, as required, at bottlers

• Reach alignment with all stakeholders on positions and achieve mutually beneficial outcomes.

• Develop best in class remuneration & ROI models and ensure maximum performance and value from partnerships.

• Provide knowledge and service expertise to leverage spend, increase value, and decrease total costs.

• Analyze industry trends and evolving technology to proactively identify supply base issues to minimize risk, protect continuity of supply, and exploit emerging opportunities that benefit TCCC.

• Evaluate supplier core competencies and competitive positioning using industry research and cost models if appropriate.

• Build central best practice information suite, benchmarking and cost modeling approach and support continuous learning of best practice and ROI.

• Leverage total spend across NAOU and develop a visible global partnership approach to ensure most competitive position.

• Identify, classify, maintain, and protect files, documentation, and sensitive information consistent with record handling and retention requirements.

• Hit all company targets on savings, cash flow, sustainability, and people.

Qualifications and Requirements 

• 10+ years of total business experience and wide experience of all elements of marketing procurement is strongly preferred though not required. Procurement experience across a wide range of non-Marketing investments will also be considered alongside communication and other competencies. 

• Strong knowledge of agency management routines, promotional processes and requirements, on time and within budget.

• Ability to manage a large and varied portfolio of relationships and projects across geographies and entities

• Ability to understand long-term implications of business decisions and balance immediate needs against those precedent-setting implications. 

• Ability to synthesize business terms and incorporate legal protections into a binding agreement. Includes knowledge of required content of agreements and ability to understand and evaluate terms and contract language proposed by counterparties to determine items that are and are not negotiable. 

• Ability to explore negotiation options and positions to reach outcomes that gain all parties' support and acceptance; striving for outcomes that are a win-win for all parties involved. Outstanding verbal and written communication skills. 

• Ability to interpret, understand and develop contractual language. Ability to explain to clients the obligations owed and benefits due the Company under its contractual relationships such that clients understand and appreciate the implications that such relationships may have on the Company's strategic decisions and conduct.

• Knowledge of the external environment in which the Company's business is conducted. Includes ability to offer a broad perspective that extends beyond a particular functional discipline (e.g., marketing, finance) and draw upon knowledge that comes from frequent interaction with different departments, employees and sources and constituencies outside of the Company. 

• Knowledge of business partners (such as customer, bottler, marketing agencies, POS service providers and suppliers): industry trends and competitive pressures, sustainability policies, responsible souring requirements, strategies and plans, talent, organizational structure, decision-making process, contacts, technology infrastructure and systems. 

• Ability to work as part of a virtual global team to collaborate across geographic and organizational boundaries to deliver better business results and share best practices  

• Ability to use data and apply robust analytics to model various business scenarios and analyze resulting cost, impact, risks, and benefits to inform and recommend business solutions.  

• Knowledge of sources for competitive analysis including supplier and industry data to build competitive intelligence, inform business planning and optimize decision-making. Includes the ability to create and analyze industry cost models order to assess suppliers' competitive capabilities.  

Travel: Max 5-10% global travel annually 

Pay Range:
United States of America: $0 – $0

Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

Annual Incentive Reference Value Percentage:
30

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.