Commercial Execution Manager

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POST DATE 8/29/2016
END DATE 11/22/2016

Coca-Cola Company Nationwide

AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Masters Degree


Job Description:

Job Title: Commercial Execution Manager

Job Id: 31637

Location: Berlin


The role will be offered on local terms and conditions.
Via close collaboration with Carlsberg, execute NARTD commercial strategies to increase profitably our KO volume transactions through effective and efficient execution across all channels in line with the principles of C&CL
Provide thought leadership and capability building support in core commercial capabilities of Execution to Win (RED & RTM). Build System commercial capabilities within the Execution to Win pillar of C&CL to ensure fully adoption and compliance of global commercial standards.
Provide thought leadership to the Germany team and bottling partners to create a strategic roadmap to secure IC and Stills growth ahead of total growth.
Ensure world class, sustainable commercial capability across the System that impacts how the System achieves long term business results - business ideology, enablers, processes and solutions.
Collaborate at WEBU level with Customer and Commercial communities to ensure importing and sharing of commercial best practices.

Strategic Guidance:
Define and execute in collaboration with Carlsberg a comprehensive Strategic Commercial Plan to define priorities on RED & RTM aligned with the business objectives every year.
Define strategic roadmap for CDE investments and management to secure sustainable IC growth.
Lead the continuous understanding of RED process and Sales Force Effectiveness (SFE) to capture additional volume and revenue, identifying and anticipating competitor s strategies and tactics across all channels.
Operational Leadership:
Track performance with metrics & reporting routines and develop effectiveness by facilitating the use of score cards and monthly follow-up to track progress on key Commercial Execution areas.
Benchmark Commercial Execution KPI s vs. similar countries to identify the what and how of potential areas of improvement.
Start / assess RED process performance and identify areas to improve RED effectiveness in collaboration with CCE key stakeholders.
Develop and implement procedures to measure KO NARTD Picture of Success effectiveness of key channels in France.
Align with Carlsberg and support them on the implementation of RTM improvement initiatives.
Capability Building
Lead System capability building in Commercial Execution disciplines via diagnostic sessions, training workshops and development plans.
Support Customer and Commercial teams at WEBU to share best practices.
Manage and Develop Stills Development Manager
Execute strong financial and operational system/partner routines
The number and complexity of the interactions in this position is very high. Typically this position will interact frequently with:
Bottlers Field sale directors and Region managers
Bottlers Sales & Marketing Directors
RGM and Channel Mgrs
Marketing Mgrs at KO
Commercial finance at KO
C&CL leads at WEBU
Bottlers Account Directors in Home and Cold Channels
C&CL Global community
Leader of Self
At least 10 years of marketing / operations, preferably in the consumer goods industry at least 5 of them in the system.
Commercial experience with different channels.
Financial analysis experience. (full understanding of financial reports)
In depth understanding of Commercial and Customer strategic developments.
Drive Innovation
Demonstrate constructive discontent;
Question when things can be done better and identify improvement areas
Take appropriate risks and learn from mistakes
Rapidly implement and commercialize approved ideas
Propose opportunities for improvement
Influence stakeholders to drive execution
Apply best practices and learning from other parts of the System
Inspire Others
Express passion for the System, our brands, business and people; role model and help others become brand ambassadors
Help others understand our vision and strategies by translating them into day-to-day activities in a compelling manner
Persist in achieving goals in spite of barriers or obstacles
Encourage and support people to meet and exceed their objectives, to bring passion to their work
Model behaviors that promote openness, credibility and trust
Collaborate with the System, Customers and Key Stakeholders
Facilitate agreement with others through listening and understanding their perspectives
Maintain productive and credible long-term relationships with internal and external stakeholders
Understand customers goals and priorities as a means to ensure customer satisfaction
Align team members activities to business goals
Develop Self and Others
Practice inclusiveness by listening to and leveraging diverse perspectives in the team
Work with team members to identify areas for development
Provide feedback and model behaviors to help others grow
Identify and act upon opportunities to promote, recruit and retain talent
Ask for and act on feedback from others
Demonstrate an openness to learn from others and actively share knowledge and experience
Set an example of personal health and wellbeing, and encourage others to adopt similar practices
Act Like an Owner
Focus self and the team on activities that deliver maximum value
Make plans to execute those activities
Set and accomplish ambitious objectives
Hold team accountable for contributing to successful outcomes
Reinforce actions that support our sustainability plans and initiatives
Ensure self and team focus on cost management and productivity
Leads System Alignment
Applies a comprehensive knowledge and appreciation of the total system to build trust and credibility with key System Stakeholders
Leads a joint planning process
Builds confidence throughout the system through consistent commitment and execution of joint strategies and plans
Aligns TCCC and System resources and capabilities to ensure effective, efficient, and consistent execution of joint strategies
Builds an environment that encourages open discussion that ultimately create solutions that benefit the total system
Drives System Alignment through the establishment and institutionalization of effective management routines, processes and in-market interaction.
Fosters joint learning and best practice sharing between TCCC and its bottling partners
Builds System Health
Applies knowledge of total system operations and drivers of economic profit in leading the creation of system value
Leads the development of joint strategies that capture the value from short term, long term, and transformation opportunities
Protects the integrity of our business through effective stewardship and governance of quality policies and corporate governance initiatives
Oversees the long term health of the system by monitoring and seeking improvement on key performance indicators (i.e., Brand health, people engagement, customer satisfaction, corporate social responsibility, equity, and financial)
Analyses and interrogates the competitive consumer goods landscape to identify risks and opportunities.
Builds effective capability of and efficiency in the System by analysing and interrogating current state and leading alliances between key stakeholders.
Builds Brand Value
Understands the external environment (competitive and market) and identifies new sources of opportunity
Interrogates data to identify core business levers
Balances facts with intuition to distil complex opportunities into compelling business cases
Understand the operational fundamentals of our Bottling System
Leverages financial rigor to prioritize and allocate resources effectively
Measures financial and equity impact of investments and institutionalizes learnings