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  • Commercial Manager at the Coca-Cola Company

  • Posted on: 9 January, 2017 Deadline: 13 January, 2017
  • View Jobs in Manufacturing / Production / FMCG View All Jobs at Coca-Cola
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    Coca-Cola is the most popular and biggest-selling soft drink in history. An icon of all times, Coca-Cola is the best-known product in the world.

    Created in Atlanta, Georgia, by Dr. John S. Pemberton, Coca-Cola was first offered as a fountain beverage by mixing Coca-Cola syrup with carbonated water. Coca-Cola was introduced in 1886, patented in 1887, registered as a trademark in 1893 and by 1895 it was being sold in every state and territory in the United States. In 1899, The Coca-Cola Company began franchised bottling operations in and outside the United States taking Coca-Cola to consumers in other parts of North America and Europe and in subsequent years to other parts of the world.

    Commercial Manager


     JOB ID 38998

    Position Overview:

    Provide franchise and commercial leadership and co-ordination across a geographic location tachieve volume and share objectives through leading the development and the execution of the Bottler Business Plan (BBP) with special focus on executing commercial strategies in the defined geography (ies).


    • Strategy and Business Planning: (20%)
    • Provide input for and support the implementation of the bottler FDP, SBP and ABP
    • Co-create and execute annual BBP with Bottler and collaboration with the peer associates
    • Co-create and execute joint Customer Business Plans where appropriate

    Market Execution and Commercial Excellence: (50%)

    • Drive commercial and execution capabilities leveraging RED and the defined Picture of Success
    • Actively pursue opportunities timprove our RTM& SFE leveraging best practices from other markets
    • Develop and execute operational elements of agreed brand / price / pack / channel plans
    • Drive horizontal expansion through outlet creation programmes and cold drink development
    • Implement execution monitoring systems including RED & DOSA
    • Lead Commercial Analytics and Periodic reporting of project progress with the right frequency and at the right level

    Execution of Customer Programmes: (10%)
    Ensure execution of customer programs designed tenhance customer performance and development
    Evaluate & propose improvements tCustomer programmes timprove in-store availability, SOVI and SOCI. Lead the monthly customer updates

    Franchise Leadership

    • Build value based and strategic “win-win” relationships with System partners at Bottler middle management and on occasion senior local management levels
    • Develop and execute management routines with bottlers (weekly meetings, joint market visits, 100 days business reviews) ttrack achievement of key objectives.
    • Lead Bottler training and development modules and capability building initiatives targeted at commercial teams – especially RED, RTM, Key Account Management and Frontline Sales Skills
    • Coach and develop reporting Kassociates tmaximize full and current potential


    • Within The Company
    • Regional Franchise Manager, Franchise Managers , C&CL Manager (guidance, supervision, coaching), General Manager
    • Peer associates within Marketing, Financial, Technical, PAC, HR functions etc. (collaboration)
    • Reporting associates within the Operations function (leadership, guidance, coaching)
    • Outside The Company
    • Bottler Middle Management and Senior Local Management (Gain commitment tBBP)
    • Key Customers & vendors
    • Government officials and NGOs

    Direct Reports: Pinnacle trainee


    Technical Skills
    Business acumen

    • Strong Commercial understanding with deep knowledge of RED and Route tMarket
    • Ksystem knowledge and clear understanding of the dynamics of the soft drink industry
    • Strategic mind-set: ability tidentify and act on opportunities
    • Understanding of RGM and ability tcovert same intwinning strategies
    • Project management skills
    • Budget management skills
    • People management skills
    • Communication skills
    • Fluent in English

    New Leadership Behaviours (Leader of Self)

    • DRIVE INNOVATION: Generate new or unique solutions and embrace new ideas that help sustain our business (encompassing everything from continuous improvement tnew product and package innovation)
    • COLLABORATE WITH SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders tappropriately 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 tdeliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason tbelieve anything is possible
    • DEVELOP SELF AND OTHERS: Develop self and support others’ development tachieve full potential

    Required Experience
    Minimum 7 years’ experience with a FMCG or telecommunications company. Functional experience within an operational function would be an advantage. Bottler experiences would be an added advantage.

    First level Business degree qualification minimum

    Ability to balance interaction at multiple levels from Bottler Middle and Senior Management tretailers requires cultural sensitivity.
    Cultural diversity specifics will depend on assigned geography characteristics


    • Priority setting within expanded framework of responsibilities
    • Rapid execution of decisions through internal management process
    • Need tmaximize efficiencies, decision making and learning vertically within the Kand Bottler Partner System structures and horizontally across markets
    • Alignment of System Partner and Kplanning priorities and timing

    The Commercial Manager is primarily responsible for the development and execution of the BBP

    Will depend on local conditions of the assigned geography and work base

    Minimum of 20% travel required

    Method of Application

    Interested and qualified? Go to Coca-Cola career website on to apply

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