Winning at Point of Sale

**Focus & Scope**
- Deliver game-changing Channel strategies and playbooks for the country (in line with Organisational Unit (OU) direction) that are deeply rooted in shopper and channel insights, to drive significant basket/purchase incidence increase, by connecting seamlessly with relevant occasions in each channel and ultimately drive sustainable and accelerated growth for the System (Net Sales Revenue and margin expansion)
- Advance our long-term occasion development ensuring relevant innovation with edge - inclusive of equipment strategies with edge and scale, leveraging Category Vision, as well as commercial execution approaches, such as RED/iRED, CSS, in collaboration with the Integrated Execution team.
- Optimize our system execution across channels (pre-store and in-store) in close collaboration with the Integrated Execution teams and our bottlers based on superior understanding of execution levers and how to optimize desired outcomes (availability, number and type of adjacencies, rate of sale, strike rate, equipment placement)
- Leverage Revenue Growth Management (RGM)/Segmentation strategies and execution plans with the category leads based on robust business cases, grounded in solid expectations of distribution, velocity and required support for successful execution (e.g. equipment requirements, salesforce training etc)
- Integrate Category and RGM/Segmentation strategies with digital/outlet-level data on execution and performance to create powerful PicoS per channel, in line with the channel roles. Brief Marketing for communications requirements and in outlet experiential requirements
- Co-develop a plan with the bottler(s) and the IE team for long term execution capability expansion, sufficient investment in equipment, sales capability to achieve execution objectives.
- Define key execution and performance metrics for opportunity identification at scale and initiatives tracking, to understand optimization potential for our PicoS per channel and turn into specific action plans; initiative interventions to accelerate growth highlighting them with Franchise teams, Bottlers, in a solution-oriented way with the objective to elevate our system capability.

**Impact**
- Accelerate NSR growth, The Coca-Cola Company's basket and purchase incidence and system margins as well as value share across all key channels and environments and with our customers in the country
- Step change our capability with digital tools to accelerate Outlet DNA incl a link to Consumption Occasions and Profiling to enable margin expansion through 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 primarily a country role, individual contributor, managing our business in Modern Trade. Based on OU priorities, this role could also dedicate time to OU wide projects/initiatives, as representative of the Channel Planning & Execution Excellence in a multi
- functional team.

**KeY SUCCESS PARAMETERS**

**Experience**
- 5 -8 years of leadership experience in RGM or Commercial planning and commercial execution with strong skills in Commercial
- and Channel Strategy, RGM, Segmentation, Value To Market, 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

**Work Focus**
- This role requires very solid system experience and perspective, system business fundamentals across a broad range of markets and business dimensions - combined with the ability to make complex business concepts understandable and compelling. Highly developed leadership and influencing skills are a must to positively influence our multi-functional system teams
- To succeed, the role requires a strong combination of analytical and strategic thinking capabilities, strong Consumer
- and Customer understanding, as well as a hands-on mentality
- the ability to conceptualize plans from scratch and very solid understanding of the Right Execution Daily (RED) process and -systems.
- The role will be wired closely in a networked approach with Senior Leaders and Operators in the Operating Units Customer & Commercial as well Marketing/ Categories, Platform Services as well as our Bottling Partners.
- Ability to drive cross-functional support and cross-system alignment, not least leading and smoothly running PicoS alignment and collaboration to ensure that OU strategies are fully owned by General Managers

**Communication Focus**
- Communicate with internal stakeholders and key Bottling partners
- Internal: Communication of channel-specific opportunities, priorities and plans to the OU leadership team and other Senior Ma