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Commercial Manager, Haikou - Coca-Cola Beverages (Shanghai) Company Limited 可口可乐饮料(上海)有限公司

Coca-Cola Company

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Job Details

Job Title: Commercial Manager, Haikou - Coca-Cola Beverages (Shanghai) Company Limited 可口可乐饮料(上海)有限公司
Job Id: 40982
Location: Haikou

Job Objective

Attainment of the business goals affected by functional areas of responsibility through involvement and support to Operation Director. Coordinate BP / RGM / OBPPC / Marketing (Branding MKT, Shopper MKT, Trade MKT, RTM/CSS/INE/SFE/SFA/CDE/Execution Capability in the region, and also support regional related program planning and execution. Coordinate with the BU and Region commercial team so as to accurately reflect the company’s needs and direction for sales and share growth. Analyze marketing and sales data to develop the strategic commercial goals and objectives for the region.

Key Results Areas 
Win in BP
Understand KO system operations and beverage industry dynamics.
Support the operations team on Business analysis and planning.
Problem solving, project management, people engagement and leadership communication.
Win in RGM
Implementation of shopper / channel plan incl. rev map, OBPPC, picture of success, ROE to achieve aligned NSR/Channel/Package development objectives.
Collaboration with Finance to model revenue lever impact
Support operations team to analyze Size of Price and Package architectures & help identify opportunities for local profitable growth
Exposure to IMC process, leading BTL activation from brief to shelf, managing cross- functional constituents
Apply insights to strategy & activation in-market
Lead project teams on local commercial initiatives
Win in Shopper / Channel
Identify strategic priorities and opportunities based on shopper & customer insights, competitive landscape, trends, and secure its implementation in the market working with CCMG, Franchise CL team and bottlers.
Ensure and conduct the execution for National & Regional channel programs
Build local shopper insight based channel plans incl. picture of success, execution metrics and activation programs
Lead or participate regional pilot cross-function task force teams
Win in Marketing
Conduct the Implementation of national brand calendar and In-store execution
Exposure to IMC process, conducting BTL activation from brief to shelf, managing cross-functional constituents
Lead or participate the New Products Launch process along with operations team and bottler
Lead or participate related project
Win in Capability Building
Support to develop sales force & customer communication/training toolkits and deployment
Expand the usage of KOnnector with local bottler to build the execution culture
Participate the innovation of SFA evolvement
Win in RTM/CSS
Build the roadmap of winning service model to increase horizontal growth as well as vertical growth, embedded on local competitive landscape, practices, trend and capability
Ensure the footprint of service model evolvement in line with BU strategy
Implement national strategies and tools that drives perfect execution at point-of-sale.
Knowhow in sales front line execution.
Infrastructure and investment plans.
Win in SFE/SFA
Identify sales capability gap vs. target in terms of Feet-on-Street, Calls per day, Strike Rate, Completion Rate, etc.
Participate or lead the evolvement of SFE improvement with appropriate investment and innovative solutions
Participate and conduct the deployment of strategy of digitizing to improve execution at the point-of-sales
Win in Cold Drink Equipment
Conduct the Implementation of CDE placement in line with ABP, EBP and SBP.
Conduct new equipment & activation solutions and responsible for managing the operational, financial and organizational aspects
Participate or lead on new equipment piloting in region and share the practices to accelerate the expansion
Win in Capability Building
Support to develop sales force & customer communication/training toolkits and deployment
Leverage 4C to drive sales force capability building
Lead or participate the innovation of SFA evolvement
Win with Team
Work with operations, region functions, bottlers constructively and collaboratively, support line manager on RTM/CSS/CDE/capability building strategy and opportunity detection
Lead or support local execution initiatives, influence the key stakeholders in a more collaborative way
Provide and support commercial analysis on local needs
Share best practice across OU and bottling groups to ensure solid knowledge transfer that can support business needs

Job Requirements / Qualifications

Core Competency:
Business Planning
Agree/Set objectives and develops strategies for the System (Developed)
Detail action plans (Proficient)
Track and manage performance Creating the Future (Developed)
Establishing Strategic Direction (Developed)
Pursuing Innovation (Competent)
Building Effective Bottler/Customer Relationship
Key internal / external personnel are identified and their roles understood and measured using appropriate relationship tools (Developed)
Contact is established with key personnel using a focused contact strategy (Developed)
Needs are established by understanding and applying different interpersonal styles and presentation skills (Developed)
Ongoing trust/respect and collaboration is developed and maintained (Developed)
Operational Excellence
Use company systems and processes effectively (Developed)
Establishes routines that support execution and tracking of agreed business metrics (Developed)
Support implementation of specific market activities (Developed)
Meet or exceed expected customer service levels (Developed)
Manages resources effectively (Developed)
Influencing and selling
Identifies and defines bottler/customer needs(Developed)
Sets clear influencing/selling goals(Developed)
Follows the structured influencing approach/selling process(Developed)
Implements and  follows up(Developed)
Personal Excellence
Acting with Integrity (Proficient)
Communicating Effectively (Proficient)
Pursuing Personal Development (Competent)
Consulting Skills
Uncovers and defines the “Central Question” (the core issue) (Proficient)
Builds trust through credibility and reliability (Developed)
Delivers impact through insights and resourcefulness  (Developed)
Delivers results through the bottler while maintaining the relationship(Developed)
Functional Skills:
Strong business acumen and customer/retailer insights experience
Advanced analytical skills
Project management
Understand bottler operation and KO system (Competent)
Channel and business health analysis (Competent)
Creating RTM/CSS development objectives, strategies & plans (Competent)
Create locally relevant commercial strategies (Proficient)
Understanding & Analyzing Financials (Proficient)
Managing Revenue Growth (understand channel, pack, price dynamics, etc.) (Competent)
New technology and innovation competencies (Competent)
Independent Judgment:
Responsibilities are typically stated as broad goals or areas of accountability. There is substantial latitude in determining how to accomplish the goals
Knowledge & Experience:
+5 years in a large FMCG organization, Preferably in BP/channel/shopper marketing, KO system experience is plus                                                                                                                                               
Education & Professional Qualification:
University Graduate or MBA
Language Requirements:
Fluency over written and spoken English
Travel Requirements: 
Travel from 5-50% of work time under normal conditions

The Coca-Cola Company is the world's largest beverage company, refreshing consumers with more than 500 sparkling and still brands and more than 3,800 beverage choices. Led by Coca-Cola, one of the world's most valuable and recognizable brands, our Company portfolio features 20 billion-dollar brands, many of which are available in reduced-, low- or no-calorie options. Our billion-dollar brands include Diet Coke, Coca-Cola Zero, Fanta, Sprite, vitaminwater and Powerade. Through the world's largest beverage distribution system, we are the No. 1 provider of both sparkling and still beverages. More than 1.9 billion servings of our beverages are enjoyed by consumers in more than 200 countries each day. With an enduring commitment to building sustainable communities, our Company is focused on initiatives that reduce our environmental footprint, create a safe, inclusive work environment for our associates, and enhance the economic development of the communities where we operate. For more information, visit Coca-Cola Journey at Coca-Cola Beverages (Shanghai) Ltd. an indirect wholly owned subsidiary of The Coca-Cola Company, provides marketing and technical/quality services to The Coca-Cola Company in China.

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