Commercial Excellence - In Store and Sales Development at The Coca-Cola Company

Key Purpose Statement 

The role will contribute to CCBA vision by ensuring consistency, uniformity and integrity in all aspects of In Store and  Sales Development across CCBA through the application of systems, processes, routines and procedures and adherence to agreed governance systems. Ultimately, the incumbent will be responsible to optimize areas of opportunity in Markets Commercial Execution and develop and implement best execution practices focusing on KA, PiCOS, CCS, VPM, RED, Sales routing, Sales Segmentation, Sales Digitization Initiatives and Integrated Execution SME.

Key Duties & Responsibilities    

• Identify, develop and implement best commercial execution operating systems, processes, routines and procedures to standardize across all Regions with a fit for purpose mindset, interaction with TCCC and Channel Marketing.
• Drive High Performance Commercial Excellence and Talent and Ensure rapidly increasing levels of execution by proactively aligned to the changing business landscape.
• Identify capability gaps in countries and in conjunction with Commercial Capability Development Leads have capability interventions designed, developed and implemented.
• Work with Regions or Countries in all key areas to identify best practices to standardize ways of working for replication across CCBA.
• Promote collaborative work and networking among countries to ensure networking, collaboration and exchange of best practices.
• Enable Commercial Performance through standardization and best practice adoption focus on delivering value through integrated execution of KPI's that drive top and bottom line performance.
• Inculcate a culture of continuously creating, sharing, and adopting innovative technology and best practices
• Ensure that all operational KPIs are at agreed Group standards
• Develop a Standardized Framework for Sales force Incentives and Variable Pay Models.
• Develop and ensure deployment of systems, processes, routines and procedures for CCBA on Right Execution Daily RED, SFE Sales Force Effectiveness and  Customer Service Score CSS.
• Consolidate RED Methodology and Systems across CCBA to one platform
• Develop SFA tools and manage Sales IT inputs

Skills, Experience & Education    

Qualifications

• Bachelor's Degree in Business Administration, Sales and Commercialization

Experience

• 15-20 years of Leadership experience in both operational and corporate environments in a variety of Commercial Execution roles.
• Senior Commercial Management operational experience.
• Detail understanding of Commercial Processes and Systems
• Continuous Improvement knowledge, skills and mind-set
• Very good understanding of CCBA business processes which includes Financial management, Performance Management, CAP or Talent management
• Understanding of System and  Bottler integration with strong supplier management skills.