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Value to Market

2 weeks ago

Harbourfront Avenue, Singapore The Coca-Cola Company Full time

**Focus, Scope, & Impact**:

- Lead development of the ASP (ASEAN & South Pacific) OU “Value to Market” (VTM) strategy and support the VTM team on alignment and implementation of this through multi-year plans that bring the strategy to life. These plans should support topline revenue growth, system margin expansion & build team capability. These plans also entail leading the development of the right cost structure for profitability in RTM (Route to market) using all platforms (including digital & B2B in collaboration with O2O) to determine best eRTM approach for optimal customer & consumer reach by market.
- Help identify gaps and opportunities to further supplement the development of alternative VTM solutions to maximize availability of Coca-Cola (KO) brands as well as optimizing the revenue growth from new TCCC (The Coca-Cola Company) brands targeted for scale. Build a network of RGM (Revenue Growth management) and RTM/VTM experts that help drive the ASP Operating Unit (OU) portfolio strategy.
- Leverage superior understanding of all key execution levers to accelerate our portfolio distribution, salesforce effectiveness, reduction in out-of-stocks & cost-to-serve optimization using the RTM framework (sense, shape, and service demand).
- Support implementation of the Value to Market Framework, tools, and playbooks, with a focus on long term deployable and scaled system solutions for KO and Bottlers. Support the frontline teams (KO & bottler) in building capabilities and landing the optimal VTM plans in the ASP OU markets.
- Design and Integrate the VTM & eRTM process through seamless tracking and reporting framework. Influence bottlers to improve the reporting processes and use digital capability for easy access & actionability.
- The role strongly collaborates with Global Customer &Commercial Leadership (GCCL) to exchange learnings and best practices that help accelerate the learning and deployment of the ASP OU VTM strategy. It is likely to be customized to deliver for market context (developed, developing, emerging) and bottler capabilities.

**Impact**
- Accelerate NSR (Net Sales Revenue) growth, vertical & horizontal portfolio distribution, optimized cost to serve and system margins that helps deliver improved value share across all key channels in the OU.
- Step change our capability with digital tools & playbooks to accelerate 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 C&CL as well as Platform Services: Outcome: Better Field Sales Efficiency in Bottlers, higher strike rates, better product rotation, higher NSR at lower cost to serve.

**Scope**

This is a OU wide role, with 2 Direct Reports. Based on OU priorities, this role will engage with stake holders across market clusters.

**KEY SUCCESS PARAMETERS**

**Experience**
- 10+ years of leadership experience in RTM or Commercial planning and execution with strong skills in Commercial
- and Channel Strategy, RGM, Segmentation, Innovation and Portfolio strategy
- Proven Strategic and Analytical Skills as well as outstanding influencing skills.
- Ability to think from planning to execution and solid system commercial and brand management.
- Desirable to have bottler experience.

**Work Focus**
- This role requires proven RGM and RTM understanding and a very solid system experience and perspective as well as highly developed strategic thinking and business analytics skills, combined with the ability to make complex business concepts understandable and compelling.
- This role must be able to influence bottlers investments in required RTM capability to achieve our category growth ambition.
- Ability to drive cross-functional support and cross-system alignment, not least leading and smoothly running alignment and collaboration to ensure that OU RTM strategies are fully owned by market leaders and the system across the OU.
- Solid understanding of System business fundamentals and drivers of growth/value across a broad range of markets and business dimensions, advanced commercial finance skills
- To be successful the RTM role(s) need strong communication and collaboration skills as well as highly developed project management, business development and negotiation skills with experience from driving complex cross-functional, cross-system projects involving multiple internal and external stakeholders

**Communication Focus**
- Communicate with internal stakeholders and key Bottling partners
- Internal: Communication of market
- and specific business opportunities by new RTM solutions and priorities and plans to the OU leadership team and other Senior Management
- System: Communication and alignment of key RTM initiatives and reason why as well as implications with Bottler senior leaders
- External: Communicating with senior leaders of major customers, key advisors and other stakeholders to progress and successfully deliver on ke