The Coca-Cola Company

Director, Commercial Franchise

The Coca-Cola Company

full-time

Posted on:

Location Type: Office

Location: Chicago • Illinois • United States

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Salary

💰 $145,000 - $169,000 per year

Job Level

Lead

About the role

  • Responsible for weekly/monthly performance management, which includes reporting on revenue, volume, share, transaction metrics.
  • Monitors performance versus execution objectives, re-plans as necessary and provides feedback to key stakeholders.
  • Manages discretionary budgets based on regional need.
  • Executes the commercial strategy and plans with franchise (bottling partners) owners for local market execution.
  • Collaborates on the contingency plan to deliver annual business plan performance in channels to include revenue, volume, share, net outlets, SOVI (share of visual inventory), and pricing.
  • Standardizes common approach to capability building based on bottler segmentation.
  • Assesses local Bottler commercial capabilities against established commercial strategies and objectives using the core measures within the Global Commercial Leadership Diagnostic Analysis Model; identifying gaps and develops action plans to improve capabilities.
  • Coordinates training/development enables more effective processes, scorecards and business routines to achieve the annual business plan.
  • Works with franchise commercial manager to steward the planning process that is in place bi-monthly, ensuring all customer plans are included.
  • Be the SME for Large Store, Small Store and FSOP Channel Plans and work with respective Directors and their sales teams at the bottlers to execute the plan.
  • Participates in all channel planning routines from Atlanta.
  • Provides Bottler performance feedback to Franchise Leadership “serving as voice of the market.”
  • Monitors market conditions and reports competitive activity to management, Bottler and local associates in order to understand program effectiveness and any implementation barriers.
  • Works with Commercial Manager to support the development of commercial stewardship bi-monthly planning stewardship.
  • Ensures all National Retail, National Foodservice and Regional customer plans are communicated within planning process to ensure end to end execution.
  • Negotiation and resolving bottling contracts and National Supply Chain agreements as well as governance agreements and manages governance routines.

Requirements

  • Bachelor’s degree in Business, Marketing, Management with a Master’s degree is preferred.
  • 5 or more years in CPG organization responsible for direct sales, key account or franchise management with P&L responsibility.
  • Must have experience as a Business Partner with direct Bottler or manufacturing experience in the Food and Beverage industry and how to develop capacity plans to meet customer demand.
  • Must have experience with annual business planning, forecasting, customer and distributor management and demonstration a track record for delivering positive revenue results.
  • Demonstrate passion for selling, negotiating, relationship building in an entrepreneurial environment.
  • Understanding of channel marketing, syndicated marketing research and competitive analysis and how to utilize this knowledge to drive sales.
  • Must possess excellent relationship building skills, as well as strategic leadership abilities.
  • Distribution center knowledge is ideal.
  • The ability to influence outcomes and be persuasive are ideal.
Benefits
  • Exposure to World Class Leaders: Availability to global technology leaders that will expand your network and expose you to emerging technologies and techniques.
  • Iconic Brand: Work on the most recognized brand in the world and be part of developing the brand's next chapter.
  • Learning Culture: Access to resources such as LinkedIn Learning and management programs that give you the resources to continually develop your skills and knowledge.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
performance managementrevenue reportingtransaction metricsbudget managementcommercial strategy executioncapability buildingtraining and developmentannual business planningforecastingP&L responsibility
Soft Skills
relationship buildingnegotiationstrategic leadershipinfluencing outcomescommunicationcollaborationfeedback provisionentrepreneurial mindsetproblem-solvingstakeholder management
Certifications
Bachelor’s degree in BusinessBachelor’s degree in MarketingBachelor’s degree in ManagementMaster’s degree (preferred)