Commercial Policy Manager at Coca-Cola

he Commercial Policy Manager is a strategic BU role, responsible for leading the design, execution, and governance of commercial policy to drive sustainable customer and system value. The role ensures trade terms and investment frameworks enable profitable growth across all categories and channels, aligned with RGM priorities.

The role partners closely with Finance, RGM, Sales, and Marketing, it optimizes trade terms through competitive benchmarking and performance-based agreements, while equipping Sales with best-in-class commercial narratives and tools to deliver business objectives

IS THIS YOU? 

• Develop and deploy the Annual Commercial Policy Document, defining discounting limits and pay for performance investment targets for upcoming customer agreements per channel.
• Lead the BP process, from identifying commercial policy insights to drive enabling category growth and margin competitiveness.
• Lead structured process to develop commercial policy tailored to category vision, bringing category projects to life with partners, from idea generation to implementation & post evaluation. 
• Support Category growth strategies and plan that drive profitability for CCHBC & Partners (Dealers), whilst meeting shopper/consumer needs.
• Manage cross-channel category growth projects E2E and assures effective implementation of Commercial Policy governance and compliance processes, including pay-for-performance results monitoring. 
• Subject matter expert for the Commercial Policy and facilitates reapplication and improvement of Policy toolboxes, process capabilities and tools, identifies channel category growth opportunities & key levers to achieve them and supporting the sales teams’ delivery of commercial policy and RGM objectives. 
• Reinforce processes and routines to review and embed Commercial Policy Look of Success KBIs in the performance process to deliver Customer Profitability growth, and BP commitments. 
• Drives action plans to improve Commercial Policy KBI’s: Discount Productivity, Discount Conditionality, Pay for Performance compliance; NSR/uc of regular (not promoted) sales, Savings from Regular Discounts amongst others.
• Apply market insight and knowledge to ensure partners’ future needs are identified and met through our products, services and initiatives. Secures the right implementation of Commercial Policy across the country, optimizing Pay for Performance Price & Terms and Conditions in alignment with key departments: Route-To-Market, Finance, Marketing and Sales. 
• Review Category/Channel Commercial Policy to secure market coherence and reinforce our leadership position whilst reviewing key customer contracts to ensure compliance with legal requirements
• Guide and support sales to execute a multi-year plan to optimize Pay-for-performance investments supporting RGM & RTM priorities.
• Lead CP capability building across functions to secure to have right skills to fully implement commercial policy guidelines with customers and channels.  
• Develop CP Long Term Planning including recommended approach for new channels.
• System integration to improve automation and secure compliance with CP strategy.

ARE THESE YOUR SECRET INGREDIENTS?

• Degree in any related field with 8+ years’ experience in market research, business intelligence, strategy and promo management.
• Commercial/Sales Experience at senior management level
• Proven track record of translating commercial strategies into actionable insights that drive business growth
• Demonstrated success in leading cross-functional initiatives and influencing senior stakeholders
• Good analytical and strategic/conceptual thinking and execution
• Good presentation and storytelling
• Good business and financial acumen 

HOW WILL WE SUPPORT YOU?

• You’ll have a buddy to guide you during your onboarding journey
• We’ll provide the right tools and KPIs so you can measure your success
• You’ll receive learning and development opportunities tailored to your career goals
• You’ll work in a diverse, multicultural team with a collaborative spirit
• You’ll take part in meaningful tasks that directly influence the company’s performance