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Director, Commercial Channel StrategyCoca Cola

GautengSouth Africa
16 days0 Applicants
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job description - Director, Commercial Channel Strategy

  • Responsible for commercial construct (based on Annual Business Plan, Channel strategy, Picture of Success guideline, shopper knowledge) into category strategy and campaigns for defined portfolio. Define where to play and how to win strategies and 360 campaign toolkits inputs, addressing shopper/channel needs across path to purchase.  Delivers via true integration into End to End process and collaboration across system.
  • Leveraging commercial network inputs (Revenue Growth Management, Integrated Commercial Execution, Value to Market, Channel) for commercial integration (eg Distribution/Occasion Brand Package Price & channel strategy) into category strategy and plans.
  • Responsible for the connection of category and channels, with occasion platforms approach.  Collaboration with Picture of Success and network to drive campaigns through to execution.
  • Aid Annual Business Plan input on commercial strategy for the brands, leveraging Customer & Commercial Leadership network.
  • Represent channel input into Monthly Business Review.
  • Be the lens of the Channel in the categories assigned and represent Customer and Commercial Leadership functions in the category extended team. 
  • Support commercial capabilities development within category, leveraging network as needed.
  • Track main indicators, review business performance, and design impactful actions to improve when results are below targets.
  • Continuously share information, insights, and knowledge with Coca-Cola System, developing platforms to materialize those insights into actions.  Integrate into teams, where category business problem.
  • Define value-added programs execution guidelines with the customer and commercial leadership areas to win in the market at the @ Point of Sale based on Coca-Cola portfolio and Channel needs.
  • Central bottler office commercial engagement and alignment.
  • Collaboration with Customer Value Creation into commercial sell in decks.

Qualifications & Requirements 

  • Bachelor’s degree in Marketing, Business, or another related field.
  • 10+ years of leadership experience in Commercial, Shopper, RGM / Customer/Trade Strategy
  • Strong business acumen with broad and deep understanding of consumers, shoppers and customers is mandatory with ability to bridge consumer/brand opportunities with customer relevance.
  • Strong Analytical as well as integrating multiple data points into a compelling, actionable narrative
  • Desirable to have candidates with Customer experience
  • Exceptionally strong leadership and influencing skills needed, across levels within internal and external organisation.
  • The role(s) requires ability to understand, analyse and connect what matters to our Consumers, Shoppers, Customers, as well as the competitive and industry dynamics, macro-economics and forecasts – all of which are required to build holistic and truly powerful propositions.
  • The Role covers multiple markets and is cross functional, working with markets and customer verticals and therefore requires strong interpersonal, leadership, project management and communication skills.
  • Communicating Effectively: Conveying information and ideas in a clear, meaningful and timely manner, providing information to ensure understanding and confidence
  • Drives Innovative Business Improvements – Develops ideas and gains others’ commitment. Seizes opportunities that can deliver the greatest value, promoting an innovative environment
  • Connecting the dots, Data Analysis & Interpretation: Capability and judgement to identify, leverage and convert the right insights, from different data sources into holistic & compelling selling stories. 
  • Network: builds strong network to leverage and share knowledge and approaches


Leadership; Influencing; Promotional Strategies; Marketing Campaigns; Category Management; Integrated Marketing; Sales Analysis; organization; Competitor Analysis; Marketing Strategies; Project Management; Sales; Organizational Leadership; Communication; People Management; Teamwork

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