The Coca-Cola Company is an American multinational beverage corporation and manufacturer, retailer and marketer of nonalcoholic beverage concentrates and syrups, which is headquartered in Atlanta, Georgia.<\/p>\n
Coca-Cola Nigeria is recruiting to fill the position of:<\/p>\n
FRANCHISE CUSTOMER MANAGER<\/strong><\/p>\n Job ID: 28342 JOB SUMMARY: KEY DUTIES\/RESPONSIBILITIES: Develop and implement the annual Joint Business Plan (JBP) for the customers of his\/her responsibility in FO, aligned with the customer\u2019s\u00a0global<\/span>\u00a0or regional strategies as well as the Company\u2019s strategic corridors. 2. Drives robust Alignment with the Bottling partners and with the key customer in\u00a0country\u00a0level 3. Drive the annual negotiations with the priority customers 4. Tracks performance and Builds Capabilities Financial\/ Job Scope: Management Role: Communication Complexities: Analysis: Judgment and\u00a0Decision Making<\/span>: Innovation: QUALIFICATIONS<\/span>\u00a0\/ COMPENTENCIES \/ SKILLS: Knowledge and Skills: Negotiation skills. Project Management: Establishing courses of action to ensure that work is completed efficiently; identifies more critical and less critical activities and tasks; effectively allocates time to complete work; coordinates others. Related Experience Requirements\/ Qualifications: EDUCATIONAL REQUIREMENTS: Cultural Diversity: Travel Requirements: 30% of time required for travel mostly in Franchise Operations countries but some to the BU<\/p>\n Organizational Chart:
\nLocation: Lagos<\/p>\n
\nThe Franchise Customer Manager will be responsible to drive the customer agenda in the Nigeria. This role reports directly to the Franchise General Manager, indirectly to the Customer Strategy Manger and has one direct report.
\nMore specifically regarding the customer agenda the Franchise Customer Manager will be\u00a0responsible for<\/span>:
\nManaging a number of key acounts , Future Consumption & Immediate Consumption, as being defined from the Business Unit.
\nDeveloping the Annual Business\u00a0Plan<\/span>\u00a0based on the guidelines from BU and reflecting local needs and opportunities to deliver the core Key Business Indicators
\nDriving solid alignment with the Bottling partners, and ensure timely execution and\u00a0evaluation<\/span>\u00a0of the key activities
\nSupports the negotiations, led by the Bottling partners ,of the annual commercial agreement ( pricing terms & conditions) for the key\u00a0customers<\/span>
\nSteward the process,\u00a0routines<\/span>\u00a0with the Customers and Bottling partners in national level as being defined by the customer Team in the Business Unit (BU)
\nManaging the relationship with the key customers in\u00a0country<\/span>\u00a0level within the Franchise Operations territory
\nSharing best practices with the customers and the Bottling partners.
\nParticipating actively in the Customer and Commercial Leadership\u00a0routines<\/span><\/p>\n
\n1. Develop robust customer strategic plans to deliver the core customer Key Business Indicators (KBI) ( volume, revenue, SOVI, incidence, Operating Income, Out of Stock reduction and order accuracy) and\u00a0shift<\/span>\u00a0the dialogue with the customers towards value creation in the Franchise Operations (FO) level<\/p>\n
\nDefines and manages the DME per customer in local level allocation for the key customers.
\nWorks closely with the customer team in BU and with the Shopper Marketing Manager ( SMM) to develop shopper driven customer plans (annual activity calendar, develop the look of success based on consumer and shopper insights)
\nDrives\u00a0revenue growth<\/span>\u00a0in the customers in national level through OBPPC (Occasion Brand Price Pack Channel) by working closely with the SSM and the Customer Development Manager<\/p>\n
\nWorks closely with the Customer strategy Manager to ensure alignment with the Bottling partners and the key customer teams, in FO\/country\u00a0level
\nLeads jointly with the customer strategy manager the\u00a0routines\u00a0with the Bottling partners in FO level
\nSet up and steward all the process with the customers ( JBP process, joint reviews, joint score card development, customer mapping, Top 2 Top meetings )
\nWorks closely with Capabilities development Manager to ensure the right capabilities are in place in national level
\nWorks closely with the SC Manager to ensure delivery of all the KBI\u2019s with regards SC<\/p>\n
\nDefines jointly with the Nigeria Finance Manager and the Customer Strategy Manager the optimum trade mixes for the annual negotiations for the key customers and provides value-building solutions to local operations.
\nSteward the local negotiations for top key customers, connecting local idiosyncrasies with regional frameworks , jointly and fully aligned with the Bottling partners<\/p>\n
\nWorks closely with the data analytics manager to develop the joint customer scorecards and share results with local operations and customers.
\nWorks closely with the data analytics managers to analyze and interpret customer sales data and evaluates the key activities of the plan for input in business reviews and planning sessions
\nAnalyzes the ROI on DME investment of strategic initiatives implemented with the key customers.
\nWorks closely with the customer team in the BU and with the C&CL Capabilities Manger to ensure the implementation of the capabilities plan for Nigeria ( System and Customers)<\/p>\n
\nTCCC Brands\/Products \u2013 TCCC Full Beverage Portfolio
\nTCCC Product Launches Annually \u2013 As per BP
\nCustomer Relevance (Sales in converted US Dollars) \u2013 Focus will be behind the following customers in Nigeria (Shoprite, Spar, Domminos Pizza, Mr Biggs, Chicken Republic,Hilton, Intercontinental)
\nCountries (# of counties doing business) \u2013 Nigeria<\/p>\n
\nOperating Budget \u2013 TBC . Customer DME , traveling, customer meetings , best practice meetings etc.
\nOPEX USD influenced \u2013 As a above
\nCountries, BU(s), and\/or Group Responsibility \u2013 FO responsibility\u00a0affecting<\/span>\u00a0all the countries that the key customers have business
\nSuppliers \u2013 None
\nProductivity \u2013 The creation of this capability will generate incremental revenue through volume increase due to shopper driven activation<\/p>\n
\nWill interact with Coca-Cola, bottlers and customer senior management, mainly at BU and national levels.
\nWill be required to proactively build and maintain relationships with appropriate senior level customer management.
\nWill be required to interact with, persuade and influence Coca-Cola System and Customer Senior management on various advanced customer analytics.
\nWill be responsible\u00a0to influence<\/span>\u00a0and guide analytics third party Subject Market Experts.<\/p>\n
\nUnderstands very well the customer profit model and try to identify opportunities to create value by\u00a0linking<\/span>\u00a0our portfolio, shopper and consumer needs within the customer model
\nProvides solutions for a series of issues ( e.g. supply chain, cash flow, new equipment, quality etc.) to create value and strengthen the relationship with the customers
\nDevelop an effective framework and process to improve Customer Service across Business Unit
\nAligns and influences many stakeholders ( e.g. marketing in FO, FO General Managers, market operations managers,country\u00a0managers etc.) to drive a customer centric approach and create value for the System and the customers.
\nUnderstands advanced analysis of customer business building opportunities and programs\/services<\/span>, including insights of basket analysis, combo meals, purchase occasions, category performance, etc.
\nUnderstand how OBPPC creates value within the customer profit model and develops compelling proposals to the customer and to the System
\nScenario creating to identify the optimum solution across the value creation model<\/p>\n
\nThe position will pioneer system wide thinking and expertise in the area of customer management and\u00a0shift\u00a0the dialogue towards value creation
\nDevelops robust customer plans that will create value and ensures through certain process and\u00a0routines\u00a0timely execution of the plans
\nBuilds robust relationships within the System and with the customers to ensure to optimize the benefits of the new customer model
\nInfluencing key decision makers and stakeholders to make final decisions (internally, System and customers) in various areas (e.g. capabilities development, new launches in case of OBPPC, new Route To Market, structure etc.)
\nIdentifies value creation initiatives and connects them with the local strategies and plans.
\nActively involved in the customer BP and ABP for the customer team<\/p>\n
\nSet ups process and\u00a0routines\u00a0internally and with the customers
\nSet up a process of sharing best practices
\nWorks internally with various stakeholders to get proper support and alignment
\nBuilds a customer and shopper centric culture in the System centric resulting to a new way of doing business with the key customers<\/p>\n
\nCompetencies:
\nDelivers results: takes the accountability, ensuring productive, efficient execution against priorities. Sets streching but realistic goals and removes barriers to ensure top quality results
\nBalances Immediate & Long-Term Priorities \u2013 Meets critical objectives while considering the impact of those activities on longer-term goals. Translates strategic direction into personal actions\/plans.
\nImports and Exports Good Ideas \u2013 Shares and adopts ideas in and outside the Company. Leverages insights to inform actions or gain support. Embraces change.
\nDrives Innovative Business Improvements \u2013 Develops ideas and gains others\u2019 commitment. Seizes opportunities that can deliver the greatest value. Promotes an environment of creative thinking and innovation.
\nDevelops & Inspires Others \u2013 Develops others, improving their skills and capabilities. Provides, seeks and accepts feedback. Supports the diverse contribution of others. Engages others through effective and influential communication
\nBuilding Value-Based Relationships: Generating alliances internally and externally by continuously identifying and acting on those things that will create success for the Company and its customers, bottlers, suppliers, communities, and governments.
\nCustomer Focus: Making customers (external and internal) and their needs a primary focus of one\u2019s actions; developing and sustaining productive customer relationships.
\nCommunicating & influencing effectively: Conveying information and ideas in a clear, meaningful, and timely manner; providing information to ensure understanding; solicits input from the audience during the communication.
\nLives TCCC Values & Ethics: Demonstrates the values and ethics of The Coca-Cola Company through words, actions, and by example; fosters an environment that reflects the values of the company.<\/p>\n
\nCustomer development: Knowledge of customer profit model and links our portfolio with consumer and shopper need within the customer model to create value for the customer and the System<\/p>\n
\nRetail Merchandising and Shopper driven Category Management: Knowledge of how to build and implement an effective in-store merchandising program in order to drive increases in consumer purchase.
\nShopper Knowledge: Knowledge of in-store consumer purchasing behaviour in order to develop effective in-store merchandising programs.
\nRetailing: Knowledge of the retail industry (retailers, competitors, trends, visual merchandising, and general business environment) related to multiple channels.
\nChannels: Knowledge of specific channels of distribution, including competitive set, target consumers and key trends, including the ability to use information in the identification of new opportunities that are aligned with agreed business objectives.
\nPortfolio Marketing & Revenue Growth Management: Knowledge of how to build and leverage multiple brands and categories to drive maximum value with the Customer, Shopper and Consumer.
\nConsumer Knowledge: Knowledge of making global Brands connect with the consumer for long lasting preference leading to loyal adoption.<\/p>\n
\nWinnig and collaborative attititude; work in a new environment with a lot of complexity, diversity and new rules of engagement need to be done; flexibity to identify quick and win-win solutions and passion to create a strong legacy
\nSolid understanding of the System (internally and with the Bottlers)<\/p>\n
\n7+ years of successfully demonstrated strategy development, customer development, shopper or customer marketing, data analytics, and\/or project management skills.
\nProven thought leadership in the ability to properly blend various kinds of analyses and data sources to craft action-oriented recommendations that drive business growth.
\nProven ability to influence people and align resources toward a common strategic goal, leveraging best-in-class approaches and methodologies while fine-tuning them to meet specific customer needs; ability to effectively interact and influence Senior Management.
\nProven ability to lead multiple simultaneous projects with challenging goals and objectives; proven ability to redirect resources according to needs.
\nInternational or multi countries experience is preferred<\/p>\n
\nUniversity Bachelor\u2019s Degree Required
\nKnowledge of French will be considered strong plus
\nPreferred Qualifications: MBA Preferred.<\/p>\n
\nWill be exposed and must communicate primarily in English and French
\nMust be proficient in social and cultural matters of all the countries in the Business Unit.
\nDirect interaction with Bottlers & Customers and their different culture and business backgrounds.
\nWorking Conditions: Professional working conditions, with exposure to security risks when travelling in less secure and\/or underdeveloped countries.<\/p>\n
\nThis is a critical role within the customer engagement model in CEWA and requires a person with solid System understanding, robust analytical and strategic skills, positive and winning attitude strong attitude, and drive to build a shopper culture and ability to work and deliver exceptional results under pressure and complexity.
\nThis position provides the opportunity for development to gain deep knowledge of the drivers for successful integration of key business processes, consumer marketing-customer development-sales & execution-retailers business, required to secure a \u201cwin\u201d with customers that enable the Coca-Cola System to access prestigious store locations linked to priority occasions by delivering transformational activation that creates sustainable System value step-up.
\nThe position is newly created and requires a winning and changing attitude and set of skill and knowledge, such as: a clear holistic understanding of how our system works, a proven general management background and the ability to move strategic frameworks and principles into tangible actions and capabilities is indispensable.
\nThe role requires a senior manager with proven track record in managing our business and personal credibility with the senior constituencies that interacts and influences.<\/p>\n