WMT MX Account Leadership – Sam's

The Coca-Cola Company; Morelia; On-site; MXN 900,000 - 1,200,000; Full time

Job summary

The Coca-Cola Company in Latin America is seeking a results-driven KAM professional to analyze and operate tactical plans and commercial activities in assigned accounts, focusing on Modern Trade and the SSDs, Water and ARTD portfolio, to guarantee product availability and visibility in the market.

You will lead cross-functional collaboration with system teams, manage category relationships with buyers and bottlers, coordinate activation plans, monitor performance metrics, and develop strategic

Qualifications

• 3+ years of leadership experience in customer management, commercial and operational marketing.
• Senior and strategic customer management across territories and bottlers with an execution perspective.
• Strong planning, communication, and collaboration skills.
• Ability to think from planning to execution and solid system customer, commercial and brand management.
• Desirable to have candidates with Bottler experience.

Responsibilities

• Lead cross-functional system teams to drive revenue, share of value and profit growth.
• Execute commercial tactical plans to meet sales and profitability objectives.
• Manage customer-facing category and delivery compliance.
• Maintain relationships with Category Buyer and Sales Assistant of self-service chains.
• Coordinate operational activities of administration and supply.
• Develop understanding of customer needs to tailor solutions.
• Monitor performance metrics such as Fill Rate, turnover and price.
• Develop strategic plans to grow Modern Trade formats and activation.

Skills

Customer Management

Modern Trade channel

System Planning

Channel/Shopper Marketing

RGM INCL Segmentation & OBPPC

System and Customer Economics

Turning Insights Into Strategy

Category Management

Value to Market

Project Management

Supply Chain

Internal Communication

External Communication

Influencing and Negotiation Skills

Education

Bachellor Degree

Job description

Why being part of Coca Cola Latin America?

We’re accelerating our momentum as the fastest growing large consumer goods company in Latin America. People are our focus when we’re collaborating with our diverse network of locally connected bottling partners, and when we’re returning every drop of water we use to communities and nature. We empower our employees to challenge the status quo, make bold recommendations, experiment and adapt, so we can grow together and make a great business even better.

Position Overview

Analyze and operate tactical plans and commercial activities in the accounts assigned to your Account Team, with a focus on the assigned categories within the SSDs, Water and ARTD portfolio; supporting the KAM according to the defined strategy to guarantee the availability and visibility of the product portfolio in the market

Key Duties/Responsibilities

• The role requires deep understanding of Modern Trade as well as strong leadership and accountability to influence our cross-functional System teams towards consumer- and customer-relevant plans that drive revenue, share of value and profit growth with a sustainable long-term competitive advantage.


• Execute commercial tactical plans to guarantee compliance with sales and profitability objectives assigned by Lead KAM and KAM


• Manage customer-facing category in operational terms and delivery compliance


• Manage commercial relationships of categories and assigned customers, managing the direct relationship with Category Buyer and Sales Assistant of self-service chains


• Support coordination of operational activities of administration and supply


• Develop deep understanding of key customer needs and requirements to prepare customized solutions


• Monitor customer performance under the metrics stipulated in the category and suggest improvement actions when necessary


• Follow up on orders and analysis of various process, quality and performance indicators (eg Fill Rate, turnover, price)


• Develop strategic plans to unlock growth opportunities with Modern Trade formats focused on occasion development and portfolio expansion opportunities.


• Manage key customer relationships to collaborative on building the activation calendar by briefing marketing for brand/communications needs while co-developing customer plans with bottlers and customer.


• Coordinate with customers and bottlers the implementation of planned activities.


• Deploy category vision and ensure consistency of value propositions for Modern Trade formats in its market (e.g. recruitment, trial, frequency) in collaboration with the customer and bottlers.


• Develop customer business plan in collaboration with bottlers, including brand and package portfolio priorities and activation plans.


• Be the System expert on Modern Trade business/formats, able to reflect a consumer, shopper and local customer’s perspective as well as a System execution capability within the customer/channel.


• Provide insight in category growth opportunities to category leads and to country operations.


• Partner with OU category leads to align - occasion-centric – on key categories and activation to deploy with customer different formats/banners while including experiential marketing.


• Manage customer specific DME as well as DME allocated to perform the work in scope.

Education Requirements

Bachellor Degree

Related Work Experience

• 3+ years of leadership experience in customer management, commercial and operational marketing.


• Senior and strategic customer management across territories and bottlers with an execution perspective.


• Strong planning, communication, and collaboration skills.


• Ability to think from planning to execution and solid system customer, commercial and brand management.


• Desirable to have candidates with Bottler experience

Functional Skills

Mastery Of (Required):

• Customer Management


• Modern Trade channel


• System Planning.


• Channel/Shopper Marketing.


• RGM INCL Segmentation & OBPPC.


• System and Customer Economics.

Broad Expertise In (Good To Have)

• Turning Insights (Consumer, Shopper, Customer) Into Strategy.


• Category Management.


• Value to Market.


• Project Management.


• Supply Chain.

Communication Focus

• Internal communication includes providing direction to marketing for brand/communications needs for path to purchase activation with Modern Trade formats.


• External communication includes customer engagement across all markets in Latin America and at HQ level.

Influencing and negotiation skills are essential for this role as it will influence acting on mutual strategies as well as securing investment for implementation

The position requires at least 25% travel