Commercial Manager needed at Coca-Cola

Job Title: Commercial Manager

Location: Lagos

Provide franchise and commercial leadership and co-ordination across a geographic location to achieve volume and share objectives through leading the development and the execution of the Bottler Business Plan (BBP) with special focus on executing commercial strategies in the defined geography (ies).



• Strategy and Business Planning: (20%)
o Provide input for and support the implementation of the bottler FDP, SBP and ABP
o Co-create and execute annual BBP with Bottler and collaboration with the peer associates
o Co-create and execute joint Customer Business Plans where appropriate

• Market Execution and Commercial Excellence: (50%)
o Drive commercial and execution capabilities leveraging RED and the defined Picture of Success
o Actively pursue opportunities to improve our RTM& SFE leveraging best practices from other markets
o Develop and execute operational elements of agreed brand / price / pack / channel plans
o Drive horizontal expansion through outlet creation programmes and cold drink development
o Implement execution monitoring systems including RED & DOSA
o Lead Commercial Analytics and Periodic reporting of project progress with the right frequency and at the right level

• Execution of Customer Programmes: (10%)
o Ensure execution of customer programs designed to enhance customer performance and development
o Evaluate & propose improvements to Customer programmes to improve in-store availability, SOVI and SOCI. Lead the monthly customer updates

• Franchise Leadership
o Build value based and strategic “win-win” relationships with System partners at Bottler middle management and on occasion senior local management levels
o Develop and execute management routines with bottlers (weekly meetings, joint market visits, 100 days business reviews) to track achievement of key objectives.
o Lead Bottler training and development modules and capability building initiatives targeted at commercial teams – especially RED, RTM, Key Account Management and Frontline Sales Skills
o Coach and develop reporting KO associates to maximize full and current potential

• Within The Company
o Regional Franchise Manager, Franchise Managers , C&CL Manager (guidance, supervision, coaching), General Manager
o Peer associates within Marketing, Financial, Technical, PAC, HR functions etc. (collaboration)
o Reporting associates within the Operations function (leadership, guidance, coaching)

• Outside The Company
o Bottler Middle Management and Senior Local Management (Gain commitment to BBP)
o Key Customers & vendors
o Government officials and NGOs

Direct Reports: Pinnacle trainee


Technical Skills

• Business acumen
• Strong Commercial understanding with deep knowledge of RED and Route to Market
• KO system knowledge and clear understanding of the dynamics of the soft drink industry
• Strategic mind-set: ability to identify and act on opportunities
• Understanding of RGM and ability to covert same into winning strategies
• Project management skills
• Budget management skills
• People management skills
• Communication skills
• Fluent in English

New Leadership Behaviours (Leader of Self)

• DRIVE INNOVATION: Generate new or unique solutions and embrace new ideas that help sustain our business (encompassing everything from continuous improvement to new product and package innovation)
• COLLABORATE WITH SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders to appropriately stretch and impact the System (Company and Bottler)
• ACT LIKE AN OWNER: Deliver results, creating value for our brands, our System, our customers and key stakeholders
• INSPIRE OTHERS: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible
• DEVELOP SELF AND OTHERS: Develop self and support others’ development to achieve full potential

Required Experience

• Minimum 7 years’ experience with a FMCG or telecommunications company. Functional experience within an operational function would be an advantage. Bottler experiences would be an added advantage.

• First level Business degree qualification minimum

• Ability to balance interaction at multiple levels from Bottler Middle and Senior Management to retailers requires cultural sensitivity.
• Cultural diversity specifics will depend on assigned geography characteristics

• Priority setting within expanded framework of responsibilities
• Rapid execution of decisions through internal management process
• Need to maximize efficiencies, decision making and learning vertically within the KO and Bottler Partner System structures and horizontally across markets
• Alignment of System Partner and KO planning priorities and timing

• The Commercial Manager is primarily responsible for the development and execution of the BBP

• Will depend on local conditions of the assigned geography and work base

• Minimum of 20% travel required



Click here to apply online

Closing date: 13th January, 2017

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