Senior Director, Away-from-Home Customer

The Coca-Cola Company; London; On-site; GBP 90,000 - 130,000; Full time

Job summary

A leading beverage company seeks a Senior Director Key Accounts in London to drive strategic vision and manage relationships with key international clients in the cinema and entertainment channels. The role involves negotiating agreements and collaborating with internal teams to enhance profitability and growth. A background in business, strong negotiation skills, and experience in key account management are essential for this position.

Benefits

Annual performance incentives

Equal opportunity workplace

Qualifications

• Experience in key account management and commercial development.
• Proven track record in customer management and negotiation.
• Strong leadership and strategic thinking capabilities.

Responsibilities

• Drive the strategic vision for international key accounts.
• Lead negotiation efforts for international agreements.
• Oversee financial aspects of the channel.

Skills

Leadership

Negotiation

Commercial Development

Financial Acumen

Collaboration

Communication

Education

Bachelor's degree in Business

MBA

Job description

The Senior Director Key Accounts is responsible for driving the strategic vision, business development, and overall relationship management with our international AFH key accounts with focus on cinemas, leisure and entertainment channels. This role focuses on negotiation of RFP, implementing strategy and Joint Business Plans (JBP), understanding local contexts, and creating or initiating business development programs. A key aspect of this role is building trust with key customer, bottler and other external industry stakeholders to be recognized as the key partner for the growth of the NARTD (Non-Alcoholic Ready-To-Drink) category.

KEY RESPONSIBILITIES:

1. Strategic Leadership and Relationship Management

• Support Strategic Vision: Support the development of long-term strategies and plans for our key accounts, aligning them with global and local goals.

• Analyze Global Trends and Insights: Build a long-term, aligned strategy and plan to succeed.

• Stakeholder Engagement: Build and maintain broad relationships with stakeholders at different levels within the key accounts to enhance trust and collaboration. This includes facilitating T2T meetings, senior management and cross-functional relationships with these customers and industry forums (eg industry associations, CineEurope).

• Global and Local Alignment: Ensure that the strategies are tailored to local needs and executed in collaboration with key account teams in each country.

2. Negotiation and Business Development

• Negotiation support/lead: Provide robust support or leadership for negotiation of international agreements (RFP), ensuring they are in line with the bottlers' mandates or coordinate individual bottler proposals to meet structural expectations of customers. Provide thought leadership to system and customers on business development initiatives.

• Leverage International Agreements: Accelerate growth with pre-defined counterparts and ongoing tracking in line with our commercial principles (P4P, more for more, no duplication, etc.).

• JBP Execution: Develop and support the execution of Joint Business Plans (JBP) to drive business growth and strengthen collaboration with key accounts.

3. Equipment

• Collaboration: Work closely with internal teams within the system and the customer's to continuously evolve our equipment and make it fit for channel

• Strong relationship with frozen product bottler to leverage this category for our business development

4. Cross-Functional Collaboration

• Internal Coordination: Maintain close connections with internal teams (Franchise Ops, CCL, Finance, Marketing etc.) to remove barriers and accelerate local plans.

• Marketing Collaboration: Partner with marketing teams to achieve brand objectives and increase traffic and incidence. Closely work with Epics on possible activations, movie partnerships etc

• Test and Develop E2E Approach: Increase traffic and incidence and build consumer habits leveraging internal capabilities (global teams, local expertise, marketing, CCL, etc.).

• Legal Collaboration: Work closely with the Legal department to ensure compliance with all legal frameworks and regulations in every aspect of client relationships.

5. Financial Stewardship

• Financial Understanding: Oversee financial aspects of the channel and where applicable invoices, installments, and recharge coordination in collaboration with TCCC Finances & Bottlers.

• Performance Metrics: Track and communicate common performance measurements to ensure alignment with strategic goals.

REQUIREMENTS:

Educational Requirements:

• Bachelor's degree in Business; MBA preferred.

Experience:

• Experience in key account management, commercial development, and category management.

• Proven track record in customer management, negotiation, and business development.

Skills:

• Strong leadership and strategic thinking capabilities.

• Excellent influencing and negotiation skills.

• Proficient in understanding and translating industry trends into value driving initiatives.

• Exceptional collaboration and communication skills.

• Strong financial acumen, precision with numbers, and decision-making capabilities.

• Cultural sensitivity and emotional intelligence.

Languages:

Fluent English

Travel Requirements:

• International travel (largely European) up to 50% of the time.

Annual Incentive Reference Value Percentage:30

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.