Director, RGM Execution
This is a key position that leads the end-to-end cycle of System Revenue/Volume Planning, pricing architecture, customer retail strategies, trade spend/TPO initiatives, performance management, and customer gap-solving recommendations. The position will have significant exposure and influence with both internal and external leaders including Sales leadership, Customers, Franchise bottlers, Brand teams and cross-functional partners while leading multiple leadership routines to gain alignment on Customer Retail Strategies, Pricing, Trade spend, and Governance.
POSITION PURPOSE:
- Leads development and creation of optimized customer annual price package plans leveraging retailer realities and TPO insights
- Leads customer-level contingency actions and gap-solving to ensure delivery of annual plan and customer JBP
- Partners with Sales Leadership & Finance on determining incremental trade investments and pricing exception requests for account base
- Provides input to Finance Forecast team on mid to long-range implications, CCF/Checkbook deployment, TPO, and guidance on key promotional events
- Franchise Leadership role in gaining alignment for price/package/promotion plans
PRIMARY RESPONSIBILITIES:
Lead Customer Annual Planning Process:
- Stewardship of population of forecasting and Joint Business Planning models - work with Sales leads to ensure that customer plans meet overall category goals (volume and gross
- profit) and are consistent with price architecture guardrails & retailer profitability metrics
- Connection point with Business Planning Center of Excellence on inputs & direction for the
- development of Customer Plan
- Linkage with Trade Spend Optimization -- Ensure that Customer Collaboration Fund spend requirements are met and that event optimization guidance is reflected in Customer plans
- Partner with Sales leadership on all multi-year / strategic customer planning - inclusive of non-price value-added initiatives
Pricing & Trade Spend Stewardship:
- Develops the pricing architecture, and leads the stewardship and submission to the bottling
- system.
- Evaluation of all price exception requests from within account base - accountable for conducting standardized Center of Excellence directed analysis upon each event and determining business impact vs. plan for customer & implications within broader marketplace
- Partner with finance & sales leadership on determining incremental trade investment decisions that are within Customer Collaboration Fund $ allotment and within pricing guardrails
- Partner with the OBPPC team and finance on submission of any exception requests that exceed tradespend $ budget OR violate pricing guardrails. Collaborates with bottling system and customer teams to present rationale during the approval process.
Stewardship of Customer Performance Management Routine:
- Steward all management routine requirements for the account leadership team - Inclusive of interpretation of weekly standard reports, development of monthly stewardship sessions, and quarterly / trimester business reviews.
- Scope of responsibility includes all relevant internal & syndicated marketplace data systems - Internal sales reporting tools (volume, pricing, gross profit), Nielsen, Ad view, customer-specific systems.
- Responsible for conducting all gap vs. plan analysis against volume, pricing & gross profit opportunities.
- Provides perspective on pricing & promotional ideas for closing gap vs. plan - develops fact-based evaluation of business impact for contingencies & gap solves
- Provides account leadership team perspective and analysis on competitive activity & position within the account.
- Coordination of all management routines & reporting needs with the Business Planning & Performance Management Center of Excellence
Provide Guidance on Customer Forecast & Checkbook
- Provides perspective and analysis to account managers on key holiday activities or special promotional events to better inform near-term forecast (within a 13-week horizon)
- Provides an objective and fact-based perspective on mid to long-range (beyond 13-week horizon) business trends (inclusive of gap solves & new item launches) and implications on forecast guidance.
- Evaluates full year Customer Collaboration fund checkbook balance - ensuring accuracy in capturing events spend levels; provides perspective back to sales leadership team on most effective means of deploying Customer Collaboration Fund $'s to maximize performance vs category goals.
Requirements
EDUCATION:
- Minimum Required: Bachelor's degree
- Preferred Level: MBA or other graduate degree
EXPERIENCE:
Minimum Required:
• 3- 5 years experience, preferably in the consumer goods/beverages industry
- Experience in developing business plans/business cases; strategic thinking (forward looking vision and anticipating future needs)
- Experience and comfort working directly with customers
- Experience and comfort working in Microsoft Excel, and highly proficient in analytical modeling, pivot tables, and Excel advanced formulas
- Experienced in developing Pricing & Promotion structures
- Experience and comfort working directly with senior leaders; aligning senior execs w/
- differing perspectives
- Collaborating with customer teams and other key internal/external stakeholders; effective in influencing a wide variety of stakeholders
- Effectively communicates & builds relationships at all organizational levels
Preferred Level:
- 8 -10 years experience, preferably in the consumer goods/beverages industry
- Large Regional or National Customer Team Planning
- Customer/Sales management experience
- Region/Business Unit Planning experience
- Influencing Independent Bottler Decisions
SKILLS:
Minimum Required:
- Strong analytical skills - ability to draw insights and actions from data; ability to develop volumetric & financial models that can accommodate multiple inputs from diverse data sources and be used for scenario planning
- Extensive experience with price/package/promotion plan development & analytics
- Ability to lead complex analytical exercises/projects that lead to actionable direction within the marketplace
- Working knowledge of key data systems: planning tools (e.g. Anaplan/CAPS/RPA/CPA tool), syndicated marketplace information & data (e.g., Nielsen); forecasting systems; internal financial & sales reporting; internal performance management & execution metrics (e.g. Curio, TPO, SOVI)
Preferred Level:
- Experience developing and managing trade management programs
- Deep knowledge & experience base with core Coca-Cola data systems: planning tools (e.g. Anaplan/CAPS/RPA), syndicated marketplace information & data (e.g., Nielsen); forecasting systems; internal financial & sales reporting; internal performance management & execution metrics (e.g. Curio. TPO, SOVI)
Skills:Agile Methodology; Leadership; Group Problem Solving; Strategic Thinking; Business Analytics; Communication; Business Processes; Project Management; Storytelling; Data Management; Data Modeling; Financial Forecasting