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Customer / Category Growth Vision Senior Manager

2 weeks ago

Harbourfront Avenue, Singapore The Coca-Cola Company Full time

**KEY WORKING PARAMETERS**

**Focus & Scope**
- Lead and deliver the overall Customer Category Vision framework & playbook for the ASEAN & South Pacific (ASP) Operating Unit (OU). This work should customizable across customer segments and draw from shopper and trade insights, to drive significant basket/purchase incidence increase for the Coca-Cola system, delivering accelerated growth for the Company (Net Sales Revenue and margin expansion) as well as the customer. Therefore, delivering on the customers growth objectives as well.
- Work closely with the Global customer teams, draw on best practices, expertise & learnings that help in aligning and running Category vision workshops with our key prioritized customers. Align our system teams and customers, lead engagement, alignment, planning and execution of these sessions in our markets. Support the sell into customers with any pilots or proof of concepts that are to be deployed in the market.
- Support the OU & country customer teams in creation of the Annual customer plans for the top prioritized, that help deliver the OU strategies in the markets. This includes clear interventions and support required to deliver the Category vision framework and imbed the principles of category management into the Annual Business planning process.
- Support re-negotiations/JBP’s/ new pitch presentations/regular updates for our must win/top priority customers with our country channel teams and bottlers. Help to imbed the salient principles of joint value creation that are delivered through category vision.
- Work closely with the Channel strategy team to imbed the concept of joint value creation in our channel plans. Ensure full support for top prioritized customer planning through the principles of category management.
- Build Company and customer capability on category management by conducting in market workshops with prioritized customers and help deliver and bring this to life. Work closely with the Global customer team, Global Customer and Commercial team and other Operating Units’ customer teams to accelerate any learnings and bring global expertise to these engagements and deliver true customer value.

**Impact**
- Accelerate net sales revenue growth, shoppers’ basket penetration, purchase incidence and Company margins as well as value share across targeted customers in the Company.
- Support better segmentation and system execution, enabling the right portfolio in the right outlets for the right Consumers and their key Occasion - in close partnership with global Customer & Commercial Leadership team, local customer & channel teams as well as bottlers

**Scope**

This role covers ASEAN & South Pacific (ASP)as an individual contributor role. Based on the Company’s priorities, this role will engage with key stakeholders across various markets within ASP.

**KEY SUCCESS PARAMETERS**

**Experience**
- 10+ years of leadership experience in customer leadership, Commercial planning and execution with strong skills in Commercial customer Strategy, RGM, Segmentation and Portfolio strategy
- Proven Strategic and Analytical Skills as well as outstanding influencing skills.
- Ability to think from planning to execution and solid financial understanding.
- Desirable to have bottler experience.

**Work Focus**
- STRATEGY DEVELOPMENT: Develop the Category Vision framework & playbook to deliver the ASP OU priorities and topline revenue targets. Build a system engagement approach with key customers, securing alignment on contact strategy, aligning stakeholder connects with Company’s leadership.
- CUSTOMER COLLABORATION: Support creation of joint business plans with customers based upon approved customer strategy (global or regional governance).
- NEGOTIATION & INFLUENCING: Support negotiation of complex agreements with customer(s), many of them multi-year, multi-country. Prepare business cases (growth opportunities) /scenario plans (value extraction mitigation) to facilitate effective decision making by the OU and bottlers. Deliver consistency in stewarding Coca-Cola system business results as well as profit contribution levels of our brands to customers.
- INFLUENCING THE SYSTEM: Propose & imbed category management principles into customer negotiation process with the bottler and OU teams.
- FINANCIAL MANAGEMENT: Accountable for supporting: Net Sales Revenue, Transaction, profit, NARTD (Non-Alcoholic Ready to Drink) share growth, and Customer Satisfaction.

**Communication Focus**
- Communicate with internal stakeholders and key Bottling partners.
- Internal: Communication of customer-specific opportunities, priorities and plans to the OU leadership team and other Senior Management
- Company & Bottlers: Communication and alignment of key strategic initiatives by customer/bundle as well as their key business drivers, strategic direction/ priorities and performance with senior bottler leaders
- External: Communicating with senior leaders of major customers, key advisors, an