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Group Director
Coca-Cola Company
Atlanta, GA, United States
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Group Director, RGM Channel Strategy
Position Overview:The Group Director, RGM Channel Strategy leads the development and deployment of Channel Revenue Growth plans to fully execute the OBPPC architecture and leverage Trade & Consumer Optimization insights. Works closely with the RGM Category and Trade Strategy teams to translate the strategies they develop into Channel Plans for use by bottlers and customer teams. The team will also partner closely with the Commercial Channel Strategy team. Supports the Development of the Commercial Terms Framework with RGM Strategy, Bottlers and NRS. Leads the Deployment of the Commercial Terms with Bottlers and NRS.
Function Specific Activities:
Channel RGM Strategy & Roadmap
• Continuously improve Channel RGM capabilities, analytical methodologies, insights, and tools to drive Revenue Performance
• Identify, influence, and integrate Channel RGM roadmap with ABP & Multi-year Planning process
• Develop initiatives that advance the System’s Channel Revenue Management capabilities
• Prioritize and plan Channel initiatives & capabilities to drive profitable System Revenue Growth
• Assess work product, process and capability impact of Channel RGM strategies & initiatives across the System (Commercial Strategy, NRS, Finance, Bottlers, RGM)
• Ensure End-to-End User & System capability – what is designed for Pricing & Promotion works in Systems (CONA, CAS, Spring, Teradata, etc..)
• Identify and manage external partners and budget as needed
• Align senior leadership and key stakeholders
• Directly influences $3.2 million OPEX dollars
• Manages volume of 5 bn cases in NA and 3.156 bn cases in US Ops
Commercial Terms Development & Deployment
• Support the Development of the Commercial Terms Framework with RGM Strategy, Bottlers and NRS
• Support the development initiatives that advance the System’s Commercial Terms Framework capabilities
• Leads the Deployment of the Commercial Terms Framework with Bottlers and NRS
• Identify, influence, and integrate Commercial Terms roadmap into ABP & Multi-year Planning process
• Asses work product, process and capability impact of Commercial Terms Framework strategies & initiatives across the System (Commercial Strategy, NRS, Finance, Bottlers, RGM)
• Identify and manage external partners and budget as needed
• Align senior leadership and key stakeholders
People Leadership & Development
• Provide business & analytical leadership to team of 3
• Develop business acumen and analytical skill sets to drive Channel RGM organization success
• Identify new skills required to continuously improve Revenue & Commercial Terms analytics, methodologies, processes and tools; import Industry and Global KO best practices
• Institute learning plan to ensure team training, adoption, and application of new skills
• Evolve team roles & organization structure based on Channel RGM, RGM and Commercial needs
• Coach Channel RGM team to drive cross functional insights & analysis, alignment to ABP & Multi-year Goals and Key System Stakeholders
Education Requirements:
Bachelor’s degree required
MBA or other graduate degree preferred
Related Work Experience:
• 10+ years
• People Leadership
• Strategy Leadership
• Strong Analytical Skills
• Excel
• Business Process Development, Project Management, Problem Solving and Translating to Execution, Change Management, Annual Business Planning & Scenario Development, OTC Processes, Communication with multiple organizational constituents/ levels
Preferred Skills, Knowledge and Abilities
• 12+ years, broad System experience, team leadership, RGM experience, scenario & analytical expertise
• Knowledge of internal data systems and tools
• Ability to translate business requirements to analytical & tech needs
• Proven track record creating & leading actionable strategies
• Scoping, creating and successfully deploying new initiatives / capabilities
• Solving and leading others to solve complex analytical problems
• Revenue Management acumen
• CONA & OTC system experience
• Trade Strategy & Execution experience
• Customer Management experience or exposure
• Aligning key stakeholders
• Capabilities / training identification
• Lateral & Holistic thinking applied against opportunities and challenges across a breadth of disciplines, and crafting solutions to drive success
Job Requirements:
Years of Experience:10+ Years Experience
Leadership Behaviors:
• DRIVE INNOVATION: Generate new or unique solutions and embrace new ideas that help sustain our business(encompassing everything from continuous improvement to new product and package innovation).
• COLLABORATE WITH SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders to approximately stretch and impact the System (Company and Bottler).
• ACT LIKE AN OWNER: Deliver results, creating value for our Brands, our System, our customers, and key stakeholders.
• INSPIRE OTHERS: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible.
• DEVELOP SELF AND OTHERS: Develop self and support others' development to achieve full potential.
Growth Behaviors:
• GROWTH MINDSET: Demonstrates curiosity. Welcomes failure as a learning opportunity.
• SMART RISK: Makes bold decisions/recommendations.
• EXTERNALLY FOCUSED: Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices or ideas.
• PERFORMANCE DRIVEN AND ACCOUNTABLE: Has high performance standards. Outperforms her/his peers.
• FAST/AGILE: Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.
• EMPOWERED: Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.