Job Information
The Coca-Cola Company Senior Manager Traditional Trade Capabilities Development - LATAM OU in Ciudad de México, Mexico
Focus, Scope, & Impact:
The traditional trade channel is our stronghold, contributing more than 50% of LATAM NSR and Operating Income, but currently requires new customer & consumer value propositions to sustain its importance.
Main objective of the role is to lead channel transformation by implementing proven technologies and developing new capabilities. This role is responsible for proposing, developing, and implementing new sales and commercial capabilities to increase relevance, traffic, and consumer experience through innovative technological capabilities.
Role scope consists of leading and implementing these new capabilities across all 39 LATAM markets, covering 67 Bottlers operations with 4.8MM customers.
Responsible to understand Traditional Trade needs from a broad point of view including, but not limited to, commercial (drive traffic, increase average ticket, etc.), business administration (inventory management, cash management, etc.), technology (digital needs and solutions), and social (wastage, etc.), etc. to devise solutions to improve customer performance over time.
Responsible to design and align a long-term strategic TT Capability vision over 5 years horizon and translate it into specific implementation projects to be deployed with each Bottler operation over short-term horizons (1 - 3 years).
Lead implementation of disruptive 'known technologies', such as YOMP for POS automation and Sensei AI-powered solution for building efficient operations and delivering a seamless shopping experience.
Scope also considers managing EDUKO Sales Force Training Platform together with LATAM Bottler Commercial community. More specifically, be responsible to align on sales force training requirements as part of the ABP process, co-create prioritized training content through 3rd party companies, lead KOS training community, and track actual business performance impact.
Leverage Advanced Analytics and Artificial Intelligence models to automate training content development to reduce cost and speed up deliverables.
Partner with external vendors, academia, Kamay Venture, startups under an open-source organization approach to continue bringing new technology solutions and evolving sales force capability development.
KEY SUCCESS PARAMETERS
Experience
10+ years of proven experience in Digital, E-Retail Capabilities, Value to Market, Commercial Execution with strong skills Digital applications, Artificial Intelligence, and Innovative thinking.
Proven track record of sales force training concepts, developments, and deployment in a Bottler environment.
It also requires strong communication skills, project management expertise, business development mindset, advanced commercial thinking to deliver expected results.
Deep understanding of KO System complexities, such as bottler economics and system leverages, processes, and tools to optimize solutions with our customers.
Solid analytical and conceptual skills and ability to think from planning to execution and solid system commercial management.
Solid data interpretation skills - ability to understand complex data and ability to explain to Customers, Bottlers, etc. in a way that is meaningful to their business needs.
Work Focus
New technologies and smarter shoppers are shaping industry transformation, generating a 'post-modern' commercial landscape, with demographic changes inspiring new digitally driven consumer journeys, smarter shoppers equalizing store and channel choice drivers, depending on need & occasion, and as omnichannel drives retail growth, in-store experiences become powered by technology.
In this new commercial landscape, modern trade customers growth trend is accelerated, and traditional trade channel tends to lose relevance, so this role will focus on building the new set of capability to sustain TT relevance.
This role must accelerate technology deployment in TT, through compelling business cases, solution playbooks, implementation toolkits, and automated tracking to achieve our ambition.
This role requires deep channel and customer understanding as well as strong leadership and accountability to influence cross-functional system teams towards a Consumer/Customer relevant value proposition to lead channel transformation and create a long-term competitive advantage.
Be the System expert on the capability building for Traditional Trade channel, able to reflect a consumer, shopper, and customer perspective as well as a System execution capability within the channel.
Finally, to succeed in this role, it requires a strong cross functional team expertise and collaboration skills to integrate other functions like digital, channel strategy, route to market, finance, and supply chain.
Communication Focus
Role interfaces with internal and external stakeholders and key Bottling partners.
Internal: Communication of solutions, aligning priorities with C&CL channel and Hub teams, implementation plans with Zone Franchise leadership teams, and work collaboratively with Digital teams in the co-design and implementation of new solutions.
System: Influence and negotiate solutions with Bottler commercial leadership teams as well as review implementation progress with Bottler senior leaders.
External: Partner with external companies and vendors under an open-source approach to create and evolve TT capabilities.
Skills:
Leadership; Sales Process; Business Planning; Account Management; Customer Relationship Management (CRM); Sales Management; Marketing; Pitch Presentations; Consultative Sales Management; Contracts; Sales Forecasting; Communication; Forecasting Process (Inactive); National Account Sales; Decision Making; Business Development; Teamwork; Negotiation
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.