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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 and strategic skills, team leadership experience, and the ability to work cross-functionally in diverse cultural settings.
  • You will drive revenue growth, optimize margins, manage key accounts, lead pricing strategies, and leverage metrics to enhance commercial planning and customer relationships.

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

  • 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
  • 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 ongoing 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
  • 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 reporting structure for this position?

The Senior Director, Customer & Commercial Finance Lead reports directly to the CFO.

What is the size of the team that the Senior Director will manage?

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

How many years of experience are required for this position?

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

What key competencies are essential for this role?

Essential competencies include strong analytical and strategic thinking capabilities, effective communication skills, and the ability to work collaboratively in a diverse cultural environment.

What types of customer relationships will this role focus on?

The role will focus on managing National Key accounts customer relationships and leading financial strategy and negotiations for new customer partnerships.

What is the focus of the Revenue Growth Management (RGM) initiatives?

The RGM initiatives focus on expanding it as a core pillar for future development through locally developed and global best practice commercial capabilities, tools, and processes.

Will the Senior Director collaborate with other teams?

Yes, the Senior Director will collaborate cross-functionally, particularly with operations, bottling partners, and global C&CL teams.

What skills are emphasized for the financial analysis aspect of this role?

Skills in business analytics, financial modeling, and the ability to analyze and interpret complex datasets are emphasized.

What is the annual incentive percentage for this role?

The annual incentive reference value is 30%.

What is a key responsibility related to margin optimization in this role?

A key responsibility includes executing a margin optimization strategy across the entire value chain to maximize system margins and value share.

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.