Director, Customer Management, Nigeria at Coca-Cola

Position Overview:

Lead, design and implement integrated short and mid-term strategies for Global and Regional Customers in the Franchise Unit to build, retain and expand current relationships, accelerate customer-back, consumer-centric programing and thus accelerate incidence-, NSR (Net Sales Revenue) – and Margin growth with these Customers by bringing in the “voice of the customer” into our TCCC (The Coca-Cola Company) program design early and thus maximize relevance and execution at the POP (point of purchase) / “shop floor”.

 What You’ll Do for Us:

• Key Objective is to accelerate our TCCS (The Coca-Cola Company) basket incidence with Customers and accelerate sustainable topline NSR- and Margin growth.
• Key Deliverables are: Customer-relevant occasion and portfolio development plans, defining shopper relevant category bundles and mechanics, an impactful calendar of activation that ties in with our customers’ activation cycles, briefing marketing and agencies accordingly for communications requirements and in outlet experiential requirements, as well as aligning execution requirements with Commercial Execution, country operations and bottler(s). This is inclusive of Revenue pools/ Targeting of occasions, shopper types, bold OBBPC (Occasion, Brand, Bundle, Price and Channel) approaches to drive the right assortment, SKU (Stock Keeping Unit) optimization, innovation, value to market playbooks, price terms and conditions and promo mechanics and –spends, wiring RGM (Revenue Growth Management) 2.0 applications and implications into business plans to drive Revenue Growth Management /Route To Market linked capability with Global and Regional Customers
• Ownership of channel and customer metrics and analyses as well as agreement compliance, channel coherency and advanced analytic based approaches for leading edge category planning and customer negotiation
• Budget management and project timelines.

Qualifications and Requirements:

• 6-8 years of leadership experience in customer, commercial, operational marketing and digital.
• Strong planning and collaboration skills.
• Strong customer understanding from an execution perspective and demonstrated ability to develop collaborative relationships to extract value and drive growth.
• Ability to think from planning to execution and solid system commercial and brand management.
• Desirable to have candidates with Bottler or Customer experience.
• Solid Project management, influencing & communication skills. 

Work Focus:

• The roles require good customer understanding as well strong leadership and accountability to influence our cross-functional system teams towards consumer- and customer-relevant plans that drive revenue and profit growth with a sustainable long-term competitive advantage.
• Implement plans to unlock growth opportunities with channels, focused on occasion development, trip conversion and outlet expansion opportunities as well as portfolio expansion opportunities.
• Drives disciplined implementation of the channel, purchase mode playbooks.
• Build calendar of activation, brief marketing for comms requirements, co-develop channel development plans with bottlers, support priority key customer relationships with tailored activations when necessary.
• Deploy Commercial Beverages category vision and ensure consistency of value propositions with defined priority roles of the channel (e.g. recruitment, trial, frequency) with bottlers and customers.
• Co-develop channel development business plan with bottlers, including brand and package portfolio priorities and activation plans.  Responsible for basing development plans in channel opportunity mapping.
• Support priority key customer relationships with tailored activations when necessary.
• Manage customer specific DME as well as DME allocated to perform the work in scope.