Posted on :
27 Aug, 2013
27 Aug, 2013
Develop a long term value based commercial strategy for the South African BU to maximize profitability across the current and future brand, pack and channel portfolios. Ensure this strategy takes into account key the BU’s Division, Bottler and Customer stakeholders by aligning with them throughout the process and inspiring system passion for the co-created strategic direction. Ensure that a value-based dialogue permeates the organization thereby moving away from short term volume based outlook.
Strategically leads the implementation and deployment of RGM in the division, as a fundamental competitive advantage for the System, supported by world class capabilities, tools, and processes to drive continuous performance improvement and accelerate growth in business results through the expansion of revenues and superior execution – Assessment and input from TCCC and external Best in Class Companies.
Responsible for developing in conjunction with designated division Marketing Operations and bottlers the segmented execution Strategy to be implemented throughout the Division (RED).
DEVELOPMENT AND USE OF OPPORTUNITY AND REVENUE MAPS
Uses opportunity maps to integrate customer-cluster (channel), shopper purchase behavior, and competitive analysis into consumer understanding, and develops revenue map to prioritize the opportunities.
SEGMENTED 0-BPP-C ARCHITECTURE BY CUSTOMER CLUSTER (CHANNEL)
Develops System O-BPP-C architecture which is differentiated by customer-cluster (channel) taking the following into account
Opportunity and revenue maps by Bottler derived from Insights (BLS, SONAR, MOTOR, etc.)
Pack roles from both a KO system point of view as well as a consumer point of view specifically as it relates to elasticity versus competitors and pricing rules of engagement. From pack role research provide input into the annual price increase through price demand curves by pack using brand Coca-Cola to normalize the data
Thorough understanding of the competitive landscape by bottler drive pricing competitiveness by brand and pack Provide strategic and consumer inputs into pricing plans incorporating Price increase strategy, NPD pricing as well as Trade and consumer price architectures
DRIVING PROFITABLE OCCASIONS
Developing strategy and programs to increase consumption in profitable consumption occasions with particular emphasis on Immediate Consumption (IC)
Develop and implement an Immediate Consumption package strategy that drives clear IC growth and contribution ahead of FC packages. This strategy should take into account new pack innovation and its impact on production capability, capacity, Capex requirements and ROIC.
Fully understand and leverage all shopper related insights in order to exploit shopping missions and maximize system value
Identify the top three profitable consumption occasions by channel and ensure effective brand communication as well as channel exploitation of every such occasion
Provide strategic channel and shopper inputs into promotional plans with a responsibility to Measure, track and plan consumer dynamics
EXECUTION TRACKING, ANALYTICS, CONTINUOUS LEARNING AND SPEED TO MARKET
Tracks key performance indicators at a detailed level customer-cluster (channel), brand, pack, price, region, account and outlet-level, and develops action plans to improve performance
Lead Revenue Growth Management thinking: Drive short and long term pricing strategy and build system capabilities to optimize System profit growth, drive revenue while growing share of value, share of volume and securing a fundamental competitive advantage
Drive new pack initiatives through CIF with full Business Case
ORGANIZATION IMPACT/ INFLUENCE
The level of contact is senior both within and outside of the Company
Within the Company it includes interaction with the BU Leadership Team and their direct reports
Across the Coca-Cola System, it includes bottler Managing Directors, Commercial and Marketing Directors, General Managers and District Managers
Outside the Company, it includes the senior management of the customer within their regional structures.
The nature and purpose of the interactions is to share TCCC customer and commercial vision and inspire its adoption, to nurture customer’s willingness to work with the Coca-Cola system and the systems support to reciprocate. Rally cross-system support behind value building customer development and effectively perform the job requirements as listed above
It is expected to apply the new network approach pursued throughout the BU and Group in coordination with Center (Atlanta) teams.
Supervisory responsibilities: Indirect :
Team; the coordination with the Center RGM and Segmented Execution Teams; and coordination with the Consumer Marketing, and Franchise Operation and Strategy Teams
RELATED JOB REQUIREMENTS/ QUALIFICATIONS
Drives Innovative Business Improvements: Develops new insights into solutions that result in organizational Improvements; promotes a work environment that fosters creative thinking, innovation and rational risk-taking.
Balances Immediate and Long-Term Priorities: Seeks to meet critical objectives while considering the impact of those decisions and activities on the ability to achieve long-term goals.
Delivers Results: Focuses on the critical few objectives that add the most value and channels own and others’ energy to consistently deliver results that meet or exceed expectations.
Imports and Exports Good Ideas: Relentlessly seeks shares and adopts ideas and best practices in and outside the Company and embraces change introduced by others.
Develops and Inspires Others: Builds and maintains relationships that motivate, guide, and/or reinforce the performance of others toward goal accomplishments. Develops self and others to improve performance in current role and to prepare for future roles; seeks and provides feedback and coaching to enhance performance.
Lives the Values: Demonstrates the values of The Coca-Cola Company through words, actions, and by +Example; fosters an environment that reflects the values of the company.
+10 -12 years of experience combining Consumer Marketing, Trade Marketing, Account Management, Category Planning, Franchise Leadership or Revenue Growth Management.
Bachelor’s Degree Commercial or Finance majors Preferred)
Executive Management Programs (In-house or Other)
Proven knowledge and experience in sales, marketing, category and customer management
Balancing needs of Customers/Company/Bottlers in negotiations to ensure win-win, collaborative partnership in an environment of natural tension.
Resolving differences between customer marketing, operations and consumer marketing to ensure best customer and consumer orientated solution
Developing an agenda to advance knowledge in the key areas of responsibility (e.g. RGM)
Moving from objective to a well articulated plan of action; by mapping, formulating and bringing into achievable steps all opportunities within area of responsibility.
Create new approaches to develop the necessary capabilities through CCSA and EAG support the development of RGM and SM2.
Develop an effective framework and process to improve RGM capability across CCSA.
20% of time required for national travel
Based in Johannesburg
How to Apply