As the Senior Revenue Growth Management (RGM) Strategy Director, you will have the chance to lead the integrated RGM strategy for a critical growth territory of The Coca-Cola Company, spanning over 25 developing countries (Eurasia & Middle East) with substantial potential.
Your objective will be to secure winning commercial strategy & capabilities for EME OU developed together with our system of bottling partners to be the best contributor to topline revenue (~$ 4 Bn) growth and weekly+ consumer (~25Mn in T3) recruitment targets of the Operating Unit. This will require you to be at the forefront of evolving approaches in pricing, promotions, portfolio & mix management and governance and will require you to combine future-back strategic thinking with operational implementation & transformation mindset.
You will be managing an agile team of 3 FTEs (1 Director, 1 Sr. Manager, 1 Manager) whilst you are expected to collaborate and inspire a much larger stakeholder set (Operating Unit & Franchise cross-functional teams, bottling partners, customers, global teams) through your advanced networking, leadership and influencing skills.
This senior position is an excellent opportunity for individuals who are looking to grow on both strategy & execution capabilities and enjoy working in a dynamic, multi-stakeholder environment.
Main responsibilities:
- Long range (3Y) commercial plan for the OU – secure winning strategic capabilities and approaches in pricing, promotions, portfolio & mix, to deliver balanced revenue & per cap growth.
- Integrated annual business plans – support franchise organizations and bottling partners in effective integration of marketing and commercial priorities into annual business plans to win at points of sale.
- RGM capability development – in collaboration with bottling partners identify & develop critical RGM capabilities to close existing gaps and build continuous growth.
- RGM Governance – govern the implementation & execution of strategic RGM guidance, identify mitigation actions where necessary to support franchise & bottling partner operations
- Mission critical RGM projects – identify multi-market relevant commercial opportunities and move into capturing them by spearheading the project with the agile team and in collaboration with a broad set of system partners
- People development – build team engagement, people capabilities, internal & external network and solid high performing talent pipeline
Key stakeholders: RGM teams in global, other Operating Units, EME franchises and bottling partners. Marketing, Finance, customer, channel, technical teams.
Input KPIs:
- RGM
- Pricing strategy & implementation support
- Pack-Price Architecture strategy & implementation support
- Promo Strategy & implementation support
- Mix Management Strategy (incl. affordability & premiumization) & implementation support
- Commercial governance strategy & implementation
Output KPIs:
- Quality growth algo: NSR > Transaction > Volume
- Balanced revenue growth with per-caps recruitment
- IC Mix
Experience
- +10 yr experience in a RGM (franchise, commercial, sales, marketing) leadership role in FMCG / Retail
- Min. 3 years of team management experience with the proven ability to develop talent & drive high performing team culture.
- Highly developed strategic thinking and business analytics skills, combined with the ability to make complex business concepts understandable and compelling.
- Effective communication and influencing skills, with the ability to smoothly collaborate with multitude of system stakeholders.
- Strong networking & matrix management skills
Annual Incentive Reference Value Percentage:30
Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.
