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Senior Director, Customer & Commercial Finance Lead

  • Job
    Full-time
    Expert Level
  • Business, Operations & Strategy

AI generated summary

  • You must have 12+ years in senior commercial finance, strong analytical skills, leadership experience, and the ability to work cross-functionally in a diverse environment.
  • You will partner with senior leaders to drive revenue growth, optimize margins, manage customer relationships, lead pricing strategies, and utilize digital tools for impactful decision-making.

Requirements

  • > 12 years of leadership experience in senior commercial finance roles
  • Extensive management experience, with ability to work in a diverse cultural environment as a highly efficient communicator and influencer at all levels
  • Strong combination of analytical and strategic thinking capabilities, deep understanding of our customers and a hands-on approach to collaborating in the OU
  • Owing to significant analysis complexity – The incumbent requires strong analysis and interpretation skills as the role requires deep understanding of various data sets including but not limited to – volume, system revenue and financial metrics, market share-distribution, execution data, consumer brand and shopper data
  • The incumbent needs to integrate all the available data sources to identify opportunity areas and help develop strategic action plans
  • Role model the ‘Leadership in the Network’ definition
  • Ability to lead teams/prior people leadership experience and collaborating cross-functionally on enterprise priorities

Responsibilities

  • Business Partnership: Partner with the OULT & senior leaders to shape and execute our Customer & Commercial strategy, including:
  • Accelerate revenue growth across brands with a focus on system margins as well as value share across all key channels (other than GT and with our customers in the OU)
  • Track and leverage the right Commercial and Customer Metrics that enable impactful measurement and opportunity identification at scale, leveraging metrics to drive fact-driven Commercial and Customer Planning at scale, initiating the right interventions, while ensuring metrics-driven communication in all key system routines.
  • Execute Margin optimization strategy across the entire value chain
  • Step change our capability with digital tools to accelerate outlet segmentation enabling margin expansion through better segmentation and system execution; enabling the right portfolio in the right outlets for the right Consumers and their key Occasion in close partnership with global C&CL as well as Platform Services
  • Customer and NBV Management Partner with the CFO and OU senior leadership to-
  • Lead Finance business partnership to Manage National Key accounts customer relationships
  • Support Terms of Trade negotiation with customers – Negotiation strategy, fact-based analytics, setting boundary conditions and participation in negotiation meetings
  • Gain insights and brainstorm with operations, bottling partners and customers on business issues; Prepare & support internal stakeholders on on-going negotiations
  • Set rebate and deduction strategy, manage financial negotiations with Internal Operations team, Bottling Partners and Customers
  • Quantitative and qualitative Customer information to drive sustainable and profitable business for the long term.
  • Lead financial strategy and negotiations for new customer partnerships
  • Manage New Business Models E2E
  • Leverage the network and execute locally Global margin strategy
  • RGM & Commercial
  • Play critical role in leading the expansion of Revenue Growth Management as a core pillar for OU’s future development through an appropriate balance of locally developed and global best practice commercial capabilities, tools and processes.
  • Support design, development and implementation by Bottler/Country/Channel/Customer RGM strategy including overall Pricing Strategy, NARTD Category and Brand Pricing Strategy, Segmented Pricing and Execution Strategy and right pack-pricing architectures.
  • Lead systematic mapping of revenue growth opportunities across geographies, consumer/shopper clusters, occasions/shopping trips, channels/customers.
  • Lead overall system commodity Inflation management including inflation forecasting for key commodities and across Bottler level to enable proactive & dynamic decision making for driving pricing decisions across categories/packs
  • Step change our capability with digital tools to enable margin expansion through focused segmentation, optimal trade margins consumer promotions and system execution; enabling the right portfolio in the right outlets for the right Consumers and their key Occasion - in close partnership with local and global C&CL teams as well as Platform Services
  • Leverage the right Commercial and Customer Metrics that enable impactful fact-driven tracking and opportunity identification at scale, initiating the right interventions, while ensuring metrics-driven communication in all key system routines
  • Lead CPG pricing studies in collaboration with strategy & commercial, focused on identifying key pricing strategy learning from the Industry that can be leveraged by Company for long term as well as tactical price interventions in line with emerging trends in CPG industry

FAQs

What is the primary responsibility of the Senior Director, Customer & Commercial Finance Lead?

The primary responsibility is to manage customer relationships, maximize stakeholder value, and drive revenue growth management while leading a team of 4 associates.

Who does the Senior Director report to?

The Senior Director reports directly to the CFO of the operating unit.

What experience is required for this position?

A minimum of 12 years of leadership experience in senior commercial finance roles is required.

What skills are essential for this role?

Essential skills include leadership, business analytics, financial modeling, communication, strategy development, and financial performance management.

How many associates will the Senior Director manage?

The Senior Director will manage a team of 4 associates directly.

Is international experience valued for this role?

Yes, extensive management experience, especially in a diverse cultural environment, is valued.

What type of analysis will the role require?

The role requires strong analysis and interpretation skills across various data sets, including volume, system revenue, financial metrics, and market share data.

Is there a focus on digital tools in this role?

Yes, there is a significant focus on stepping up capabilities with digital tools to enable margin expansion and improve customer segmentation.

Will the Senior Director be involved in negotiation strategies?

Yes, the Senior Director will support terms of trade negotiations with customers, including setting negotiation strategies and participating in meetings.

What is the expected annual incentive value percentage for this role?

The annual incentive reference value percentage is 30%.

Retail & Consumer Goods
Industry
10,001+
Employees
1892
Founded Year

Mission & Purpose

The Coca-Cola Company is a global beverage corporation that offers over 500 brands in more than 200 countries and territories, including well-known products such as Coca-Cola, Dasani, Fanta, and Sprite. Their ultimate mission is to refresh the world and inspire moments of optimism and happiness through their beverages. The company's purpose is to continually transform their portfolio by reducing sugar in their drinks, introducing innovative products, and minimising their environmental impact through initiatives like water replenishment and recycling. With their bottling partners, they employ over 700,000 people, contributing to economic opportunities in communities worldwide.