Director, Regional Retail Customers

**Job Description Summary**

Ensures alignment of business priorities and sales/customer accounts; responsible for the development of alternative direct sales strategies aimed at achieving and/or exceeding the predetermined sales objectives; sells products and services primarily to a select group of large national accounts. Individual contributor who guides others in resolving complex issues in specialized area based on existing solutions and procedures; works independently with guidance only in the most complex situations.

**W**hy being part of Coca Cola Latin America?**

We’re accelerating our momentum as the fastest growing large consumer goods company in Latin America.

People are our focus when we’re collaborating with our diverse network of locally connected bottling partners, and when we’re returning every drop of water we use to communities and nature. We empower our employees to challenge the status quo, make bold recommendations, experiment and adapt, so we can grow together and make a great business even better.

**Here’s** some of the things **you’ll** be doing**

Co-Lead, co-design and ensure implementation of integrated short and mid-term strategies in Retail Customers to accelerate Customer-back, Consumer-centric programs and thus accelerate all our portfolio incidence, net sales revenues (NRS) and profitability (Margin) growth by bringing in the “voice of the Customer” into The Coca-Cola Company programs design early and thus maximize relevance and execution at the POS/“shop floor”.

**Position Overview**:
Focus, Scope, & Impact:

- Key Objective: to accelerate TCCS brands basket incidence in Regional/National Key Account markets and accelerate sustainable topline NSR- and Margin growth based on the strategic initiatives (LRP) and plans (ABP), to ensure growing TCCS business faster than the customer, category, and competition, thus gaining share of value in each market.
- Partner with OU category leads to align -occasion-centric
- on key categories and activation to deploy in collaboration with Retail Customers and enable integrated approaches while including experiential marketing
- Accountable for the develop, jointly with Retail Customers and bottlers, of Joint Business Plan (JBP), aligned with OU Strategy.
- Ownership of Retail Customers and Channels metrics and analyses as well as agreement compliance; track and discuss our performance with the Customers, adjusting plans and renegotiating activities to achieve BP/ ACP goals, interacting with other areas inside company to leverage our activities, campaigns and properties through Retail Channel.
- Coordinate with Customers and bottlers the implementation of planned activities, acting as facilitator, and act as a mediator to solve a wide range of operational problems between them.
- Manage budget, analyzing, processing and approving contractual payments, always optimizing marketing funds and other investments, and tracking and solving payment problems.

Key duties and Responsibilities:

- Lead the Coca-Cola System to a sustained growth in the assigned Customers.
- Responsible for the volume, revenue and profitability targets of the Coca-Cola System in the assigned accounts
- Assure timely communication among marketing, bottlers and Customers to Guarantee the development of an agreed scorecard, with volume, revenues and share of sales KBIs
- Management routines to course correct with the Bottler System through the Key Account Committee
- Effective Business Planning
- Leads the development of the “Annual Customer Plan” (ACP) in line with global guidelines and consistent with the local Customer and system opportunities and Business Plan.
- Demonstrates thorough understanding of the all value chains, strategies and insights in the Strategic “Solutions” and alignment across the system.
- Nourish Customer’s willingness to work with the Coca-Cola System
- Responsible to lead the Customer Marketing process with Bottler System in the assigned accounts through, understanding the Customer needs
- Analyzing the Customer’s market, consumer and channel from the customer’s and KO’s System perspective
- Identifying opportunities and linking them to KO Strategies
- Quantifying potential value to be created for the Customer and the KO System and selecting & prioritizing opportunities
- Co-Develop and Implement Customer business plan in collaboration with bottlers, including brand and package portfolio priorities and activation plans.
- Commercial Capabilities Development, including Category Management and Supply Chain.
- Lead rationale Insights to solidify Business Proposal.
- Maximize Consumer & Shopper insights, engaging our system and Customer by using, data and system resources to create a compelling Picture of Success and selling propositions.
- Secure Execution Performances
- Connected with Franchise Unit total business (not only with Key Customers Businesses), lead, secure and implement Tactical Plans to accomplish