Director, Customer Development, Immediate Consumption

The Coca-Cola Company; United States; Hybrid; USD 180,000 - 260,000; Full time

Job summary

The Coca-Cola Company is seeking a Senior Director, Immediate Consumption, based in Shanghai, to lead customer development strategy across the Immediate Consumption Channel. You will drive new customer expansion, set playbooks, and collaborate with bottlers and cross‑functional teams to ensure sustainable channel growth and best‑in‑class execution.

You will coordinate with internal and external partners to address evolving consumer trends, deliver performance improvements, and ensure effective

Qualifications

• Bachelor’s degree or above in Business Administration, Marketing, Finance, Economics, or related field.
• 10+ years’ experience in sales, customer development, or channel management; experience in Immediate Consumption, FMCG, or complex commercial environments preferred.
• Demonstrated success in developing customer development strategies and playbooks.
• Proven ability in business development, project management, and collaboration with bottler and cross‑functional teams.
• Excellent communication, influencing and stakeholder management skills.
• Fluent in English and Mandarin, with the ability to operate effectively in a multicultural, cross‑functional environment.

Responsibilities

• Develop and roll out the customer development strategy and playbooks for the Immediate Consumption Channel, providing clear direction and actionable frameworks to enable consistent execution for the system.
• Lead new customer identification, onboarding and growth, leveraging data, insights, and system resources to capture emerging opportunities and maximize channel potential.
• Drive the planning and execution of customer development initiatives and business proposals, partnering closely with bottler teams, ensuring alignment, accountability and effective in‑market delivery.
• Enable and support key commercial initiatives for major customers managed within the Immediate Consumption Channel.
• Collaborate with cross‑functional teams to ensure customer development plans are aligned, integrated and effectively executed.
• Monitor, analyze, and report on customer development progress, channel performance and emerging trends. Providing insights and recommendations for continuous improvement.
• Perform other job‑related duties as assigned, in response to evolving business needs and market dynamics.

Skills

Fluent English

Fluent Mandarin

Education

Bachelor’s degree in Business Administration, Marketing, Finance, Economics, or related field

Job description

Manager: Senior Director, Immediate Consumption

Role Type: Individual Contributor

Language: Fluent English & Mandarin

Relocation Provided: limited relocation available (domestic location).

Please note: This role is not a fully remote position. The selected candidate will need to be based in Shanghai and follow our hybrid work setup.

Job Summary

The Director, Customer Development, Immediate Consumption, is responsible for leading customer development strategy and execution for the Immediate Consumption Channel across the Coca-Cola system. This role drives both new customer expansion and sustainable performance of existing customers, by definingly clear strategies, developing customer development playbook and ways of working, and supporting major initiatives for key customers, etc.

The role plays a critical part in addressing emerging customers and competitive dynamics, including customers not directly managed within the team, newly developing customer segments, and evolving customer consumption trends that may impact channel performance. Proactively define the required playbook, guideline or operating protocols in such situations to ensure execution consistency and risk mitigation. This role also requires close collaboration with bottler partners and other key stakeholders to deliver sustainable channel growth and best‑in‑class execution.

What You’ll Do For Us

• Develop and roll out the customer development strategy and playbooks for the Immediate Consumption Channel, providing clear direction and actionable frameworks to enable consistent execution for the system.
• Lead new customer identification, onboarding and growth, leveraging data, insights, and system resources to capture emerging opportunities and maximize channel potential.
• Drive the planning and execution of customer development initiatives and business proposals, partnering closely with bottler teams, ensuring alignment, accountability and effective in‑market delivery.
• Enable and support key commercial initiatives for major customers managed within the Immediate Consumption Channel.
• Collaborate with cross‑functional teams to ensure customer development plans are aligned, integrated and effectively executed.
• Monitor, analyze, and report on customer development progress, channel performance and emerging trends. Providing insights and recommendations for continuous improvement.
• Perform other job‑related duties as assigned, in response to evolving business needs and market dynamics.

Requirements & Qualifications

• Bachelor’s degree or above in Business Administration, Marketing, Finance, Economics, or related field.
• 10+ years’ experience in sales, customer development, or channel management; experience in Immediate Consumption, FMCG, or complex commercial environments preferred.
• Demonstrated success in developing customer development strategies and playbooks.
• Proven ability in business development, project management, and collaboration with bottler and cross‑functional teams.
• Excellent communication, influencing and stakeholder management skills.
• Fluent in English and Mandarin, with the ability to operate effectively in a multicultural, cross‑functional environment.