ROLE PROFILE

Director, Commercial FRONTLINE

KEY WORKING PARAMETERS

The key Commercial Partner for the Franchise & Bottling System in the market. Lead the integration of the Commercial Strategy & Levers into our End-to-End process, plans and strategies within the Franchise to deliver joint System Value. Being the key Commercial System protagonist and partner driving transformative strategic commercial thought leadership. Key partner with Frontline Marketing to ensure commercial integration into marketing plans.

 Focus, Scope, & Impact:

Lead & drive the integrated Commercial agenda in the Franchise & Bottling system, ensuring End-to-End Integration.  Build & Develop the Commercial ABP for the Franchise, partnering together with Franchise & Bottler to build out the detailed support plans

Prioritize the Commercial Priorities by Quarter in the Franchise Drive the right BBM model for the Franchise, ensuring the right pack architecture is in place, adapting based on market dynamics, leveraging the “on Demand Hub” to deliver impactful scenarios & solutions Be the Commercial Thought Leader and Integrator for the Franchise, act as ‘The Right Hand’ person to the Franchise GM. Be the overall CCL representative, connecting dots, representing Franchise & Bottler challenges, opportunities and capabilities. Recruit the right resources to address the identified priorities from the “On Demand Hub” (Affordability, Premium, Channel, RGM X, RTM & Digital) Represent the Commercial Agenda for the Franchise in Group System Forums  Provide Commercial input and approval of all Marketing Campaigns & Picture of Success and ensure integration into the marketing plans & processes. Provide commercial input in the various Commercial Strategies (ABC of Execution, Affordability, Premium) to ensure strategies and plans are right for the market.

KEY SUCCESS PARAMETERS

Experience

• 10+ years of leadership experience in Commercial with strong skills in Commercial and Channel Strategy, Revenue growth management, Segmentation, Route to market, Negotiation etc.
• Proven track record of execution excellence
• Proven strategic and analytical skills as well as outstanding interpersonal, communication and influencing abilities.
• Desirable to have candidates with Bottling System/Franchise and/or Commercial experience.

Deliverables

• Lead & Implement the Commercial Strategy for the market – ABP.
• Drive the Commercial Agenda in the Franchise/Market
• Deliver prioritized commercial priorities by quarter & ensure the right resources are in place to have impact in the market end to end.
• Work closely with the Franchise to ensure business & commercial metrics are achieved.
• Leverage the Affordability, Premium & RGM X Team to tackle key business challenges & opportunities, to accelerate business growth & competitive dynamics
• Provide Commercial input and approval of all Marketing Campaigns & Picture of Success.
• Being the key Commercial System protagonist and partner driving transformative strategic commercial thought leadership.

Work Focus

• This role requires very solid System acumen and business dimensions – combined with the ability to collaborate and partner to deliver strong results in the marketplace. Highly developed leadership and influencing skills are a must to positively influence Operations, Customers and Bottlers
• To succeed, the role requires a strong combination of analytical and strategic thinking capabilities, strong Consumer- and Commercial understanding, as well as a hands-on mentality.
• The role will be wired closely in a networked approach with Senior Leaders and Operators in the Operating Units Customer & Commercial Leadership as well as our Customers and Bottling Partners.
• Ability to drive cross-functional support and cross-system alignment, not least leading and smoothly running execution alignment and collaboration to ensure that OU strategies are fully owned by General Managers

Communication Focus

• Communicate with internal stakeholders and key Customers and Bottling partners at Senior Levels
• Internal: Interfaces Customer & Commercial Leadership with Franchise Leadership at the markets at various levels of the organization
• System: Communication to support Franchise Leadership on Commercial & Customer Leadership strategies/capabilities alignment and implementation, Franchise & Bottling System strategic direction/ priorities and performance with Bottler senior leaders
• External: Communicating with senior leaders of major customers, key advisors and other stakeholders to progress and successfully deliver on key business development initiatives at the market

KEY Knowledge REQUIREMENTS

Mastery Of (Required):

• Advanced Leadership & Influencing Commercial Execution Channel Strategy Capabilities (Revenue Growth Management, Route to Market) System & Customer Economics

Broad Expertise In (Good to Have):

• Franchise Leadership Trade Marketing Key Accounts Management

Skills:

• Media Planning; Leadership; Promotional Strategies; Price Management; Marketing Campaigns; Key Performance Indicators (KPI); Integrated Marketing; Category Management; Sales Analysis; Competitor Analysis; Product Roadmapping; Marketing Strategies; User Experience Analysis; Microsoft Office; Search Engine Optimization (SEO); Communication; People Management; Digital Marketing; Teamwork; Brand Management; Search Engine Marketing (SEM); Finance Strategy; Financial Forecasting

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The role is expected to influence extensively across the African landscape, with focused priorities linked our long-range plans.

What You Will Do for Us:

Strategic Leadership & Growth:

• Develop and execute a comprehensive strategy for both the Customer Management to achieve sustained growth and market penetration.
• Deliver against annual business plans, ensuring targets for volume, revenue, and profitability are met.
• Cultivate and manage relationships with key internal and external stakeholders, including bottlers.

Vertical Management:

• Large Retailers: Strategize and implement effective go-to-market approaches across large retail chains to maximize shelf presence and sales.
• Integrated Execution & Incubation: Oversee integrated execution plans and drive the incubation of innovative concepts and products.
• QSR and On-Premise: Foster partnerships with Quick Service Restaurants and On-Premise accounts to boost sales and consumer engagement.
• Travel Verticals: Ensure optimal product availability and visibility within Railways, Airways, and Roadways channels.

Operational Excellence:

• Implement best practices for customer management, forecast accuracy, demand planning, and supply chain coordination.
• Monitor performance metrics to ensure excellence in operational execution and customer satisfaction.
• Drive continuous improvement initiatives to enhance efficiency and effectiveness across all verticals.

Leadership & Team Development:

• Build, lead, and develop a high-performing team, fostering a culture of accountability, innovation, and collaboration.
• Mentor and coach team members to grow their competencies and career trajectories within TCCC.

Ecosystem Management:

• Navigate the complex ecosystem of +30 bottlers, ensuring alignment with corporate objectives and seamless operational execution.
• Facilitate effective communication and collaboration across bottlers to optimize resource allocation and market coverage.

Emerging Categories:

• Drive the growth of emerging categories, including ARTD, identifying new opportunities and market trends.
• Develop and implement strategic plans to launch and expand emerging category products successfully.

People Capability: 

• Lead the development of overall organization capability.  Allocate resources (human, financial etc.) in a manner which maximizes and develops the leadership and functional capabilities, through building the knowledge, skills, work process and human capital.
• Accountable for building organizational capability to execute the plans. 

Minimum Qualifications and Requirements:

• 15-18+ years relevant business experience, among which min. 3 years in a Sr. Management role
• Strong Customer/Commercial and/or Operations experience esp. in key Account management
• Proven track record in delivering System results, dealing with Bottler partners, navigate crisis, challenging turnaround performance, beating competition and developing business capabilities
• People manager with excellent leadership capability, able to work in a diverse cultural environment, highly efficient communicator and influencer at all levels
• A solid appreciation and openness on leveraging digital capabilities to amplify work product outcomes and elevate KPIs.
• Passionate about integrating culture and capabilities for the future of work.
• Comfortable with a high degree of ambiguity to enable the individual to flex to the needs of key stakeholders to facilitate and adopt the change and culture change.

Core Capabilities Required for Role:

• In depth understanding, practical experience in consumer goods business, operations, supply chain and production, finance, sales and people and org management, Customer handling experience
• General management accountability with P&L responsibility
• Experience of working in multi-cultural environments
• Change Management: Prepare, equip, and support individuals to adopt change to drive organizational success.
• Agile mindset with a way of working that empowers the system to collaborate to deliver valuable business results.
• Strategic Priority Management: Adapt existing solutions to address emerging business opportunities.
• Design Solutions: Strategic ability to address business problems and opportunities, in alignment with strategic priorities.
• Data Driven Storytelling – Written & Oral: Creative way of consolidating data, analyzing for insight, and translating into a clear and compelling story.

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