Senior Director, Channel Development

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Job Description Summary:

Job Summary:

This role is responsible for developing scalable processes for channel-based strategy deployment, designing and institutionalizing new channel segmentation models. It leads the creation of long-term strategic roadmaps, integrates advanced analytics into channel planning, and redefines cross-functional collaboration models to ensure end-to-end alignment across marketing, commercial, and bottler teams. The role continuously assesses systems and processes to adapt to shifting market dynamics, shopper trends, and omnichannel transformation.

Work That Matters The Most

• E2E Channel Strategy responsibility, where EME RGM team takes a crucial role in OU plans and pioneer in global lvl capability development, with direct major impact on OU topline and bottom line ambitions
• Deliver game-changing channel strategies and playbooks for the OU that are deeply rooted in shopper and channel insights, to drive significant basket/purchase incidence increase, by connecting seamlessly with relevant occasions in each channel and ultimately drive sustainable and accelerated growth for the System (NSR, transactions, and margin expansion).
• Work closely with marketing team to integrate commercial/shopper centric solutions and activations into respective brand campaigns. Create playbooks for the OU and help embed strategies into country channel plans. Further leverage RGM/Segmentation strategies to improve plan effectiveness and end results.
• Analyse the omnichannel sales ecosystem, market trends, industry expectations, and competitive landscape to shape the long-term channel outlook, prioritization strategy, and roles within the KO system.
• Drive investment decisions based on prioritized channel x category combinations to maximize strategic growth opportunities.
• Understand the channel and sub-channel landscape for each market; leverage global Customer & Commercial best practices to define clear strategies, segmentation models, and growth levers using the global ABC execution framework and bottler capabilities.
• Craft tailored channel segmentation strategies and guidelines that reflect the unique dynamics, roles, and opportunities of each channel within the broader ecosystem.
• Map channel based whitespace opportunities to increase our footprint horizontally and vertically in the top markets.
• Establish fully integrated collaboration with Marketing and CCL teams to lead the execution of brand strategies, activation plans, flywheels, RGM levers, and customer priorities across channels.
• Consolidate and synthesize channel-specific market data and insights to inform system-wide strategic decisions and drive fact-based planning across the organization
• Analyze shopper journeys across channels and sub-channels; lead the implementation of category management principles and PICOS standards.
• Design, lead, and implement both short- and long-term strategic roadmaps in partnership with cross-functional system teams, and track executional performance.
• Collaborate closely with market franchise operations and commercial teams to translate strategic plans into actionable, market-ready initiatives that deliver measurable impact.

Output KPIs

1.Leading Omnichannel strategy & prioritization framework, defining key growth levers by channel

2. Developing tailored segmentation strategies and models

3.Influencing stakeholders (ie executive leadership, franchise teams, bottling partners) & aligning on channel strategies

4.Integrating the marketing & commercial plans into channel based strategies and key growth levers

5.Partner with FO & commercial teams to translate strategies into actions

Experience

- Proven experience in a senior leadership role on a commercial strategy & development role  (+10 years)

- Proven ability to drive system influence and implementation of strategies & plans.

- Effective communication and influencing skills, with the ability to smoothly collaborate with multitude of system stakeholders.

- Strong networking & matrix management skills

- This role requires understanding of Coca-Cola company and/or bottling partners RTM and sales operations and system economics.

Skills:

Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.