Director, Channel – Traditional Trade (Australia)
Reports to: Senior Director, Channel and Franchise Excellence – Australia (Away from Home)
Location: Sydney, Australia
Position Overview
As an individual contributor, you will lead the Channel (e.g. Food Outlets, Café, and Distributors) team providing commercial expertise to deliver the business plan and the integrated programs for the year in partnership with Marketing and the Bottlers to achieve volume, revenue and share objectives. This role is key in developing channel and customer programs in an integrated way with Marketing and then ensuring alignment with the bottlers and execution at the area level.
Function Related Activities / Key Responsibilities
Strategy and Business Performance
* Develop and implement a 3-year Channel, Customer Business Plan, Commercial Execution and annual Business Plan for assigned channel + geography, aligning the bottler around key investment commitments.
* Conduct deep assessment of channel dynamics, insights, shopper, BPPC, trade marketing, competitive and in-store execution for said channel and translate this into a 3-year channel and one-year annual business plan.
* Deep assessment of the area dynamics, competitive insights, brand equity, commercial performance, BPPC, trade marketing and local consumer insights and translate this into an annual BP in partnership with marketing and bottler CU.
* Ensure execution of annual Bottler Base Plan (BBPs) – manage opportunities and issues arising with Bottler Leadership Team.
* Ensure execution of annual Customer Business Plans in the area.
Finance
* Ensure delivery of topline growth of volume, revenue and share numbers.
* Ensure adherence to Local Chart of Authority, financial governance standards and management of OPEX locally.
* Effectively adjust and correct during the annual cycle to ensure delivery of topline numbers.
Market Execution and Commercial Excellence
* Identify channel, commercial and market development improvement initiatives to drive incremental volume, profit or share for the channel and area.
* Ensure the area or territory OBPPC is optimized leveraging Conjoint analysis and the BU experts.
* Drive the (Right Execution Daily) RED agenda with the bottling partner(s) ensuring it is embedded into organizational culture.
* Actively pursue opportunities to improve our Route to Market and CDE programs in the area leveraging best practices.
* Drive horizontal expansion through outlet creation incentive programmes in the area.
Education Requirements
Business degree qualification minimum; MBA preferable.
Related Work Experience
At least 8 years' experience with an FMCG company with at least 3 years in Channel / Trade Marketing and Operations. Functional experience would be an advantage. Bottler experience an added advantage.
Functional
* Strong understanding of Channel Management.
* Full value chain experience in Coca-Cola or related business.
* Solid strategic analysis and thinking skills able to build a sustainable business.
* Strong commercial understanding with deep knowledge of RED and Route to Market.
* Understanding of Digital, RTM and CDE functions and ability to convert same into winning strategies.
* Financial skills and ability to manage Channel P&L.
* Strong understanding of governance requirements and the Code of Business Conduct.
* People influence skills.
* Strong business case construction and systemic thinking.
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