Director, Key Customer Management, Retail - Rising Retailers

The Coca-Cola Company; Shanghai (VA); On-site; USD 180,000 - 240,000; Full time

Job summary

The Coca-Cola Company is seeking a Director of Key Customer Management for Retail to own and grow a portfolio of strategic Retail partners, including rising retailers. You will drive end‑to‑end performance, customer strategy, and joint business planning, delivering top‑line and profit growth through disciplined execution and cross‑functional collaboration.

You will lead strategic dialogues with senior stakeholders, govern execution, and manage investment planning with a focus on sustainable,

Qualifications

• 10+ years of experience in FMCG or similarly complex organizations.
• Proven track record owning end-to-end customer performance (strategy, JBP, execution).
• Ability to lead cross-functional teams and negotiate multi-topic commercial agreements.
• Fluent in English and Mandarin; able to engage senior Stakeholders.

Responsibilities

• Lead end-to-end management and growth of key Retail customers, driving volume, revenue and execution.
• Govern Joint Business Planning and strategic reviews to set annual objectives and growth initiatives.
• Build strategic partnerships with senior customer leadership and drive mutual long-term value.
• Oversee execution governance, monitor plans and drive corrective actions with cross-functional teams.
• Manage customer investment planning, ROI tracking, and post‑investment review.
• Coordinate cross-functional alignment across RGMX, RTM, Marketing, Supply Chain, and Finance.

Skills

Key account management

P&L management

Cross-functional leadership

Negotiation

Financial acumen

Strategic planning

Education

Bachelor’s degree or higher in business/related field

Job description

As Director, Key Customer Management, Retail - Rising Retailers, you will lead the end‑to‑end management and growth of Coca‑Cola’s key Retail customers, acting as the business owner for a portfolio of strategic partners (e.g. Rising retailers- Wanchen. The portfolio may evolve in response to changing business priorities and market conditions). This role is accountable for managed accounts’ P&L and overall business results delivery, shaping specific customer strategies, driving joint business planning and delivering sustainable top‑line and profit growth through disciplined execution and strong cross‑functional collaboration.

Working closely with internal stakeholders, you will orchestra the system to ensure customer priorities are met while delivering company growth objectives. Beyond day‑to‑day account management, this role also roots in building long‑term, value‑creating partnerships with customers, strengthening senior‑level relationships, and continuously improving execution quality, operational effectiveness, and mutual growth outcomes for the channel.

What You’ll Do For Us

• Lead the end‑to‑end management and business results delivery of assigned key Retail customers, developing and managing short to long‑term customer plans that drive sustainable growth across volume, revenue, and execution outcomes, etc.
• Lead Joint Business Planning and strategic customer reviews, translating channel priorities and customer agendas into clear annual objectives, growth initiatives, and performance targets.
• Build and sustain trusted and strategic customer partnerships, leading regular strategic dialogues, T2Ts, addressing complex issues constructively, and strengthening long‑term trust and mutual commitment.
• Govern customer execution and performance outcomes, setting clear execution priorities, monitoring delivery against plans, and driving corrective actions with customers and internal teams where gaps arise.
• Manage customer investment planning and financial discipline, including but not limited to business case development, investment prioritization, ROI tracking, and post‑evaluation to ensure effective and accountable use of resources.
• Orchestrate cross‑functional alignment across RGMX, RTM, Marketing, Supply Chain, Finance, Franchise Operations, and bottlers, ensuring customer plans are supported and executed through the system.
• 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 of relevant experience in FMCG or similarly complex organizations. With a strong track record in key account management, customer management, or customer development roles supporting Retail customers.
• Demonstrated experience owning end‑to‑end customer performance, including customer strategy, JBP, execution governance, and delivery of agreed volume, revenue, and operational outcomes, etc.
• Ability to build and sustain trusted, senior‑level customer relationships, and lead complex, multi‑topic commercial negotiations.
• Demonstrated ability to operate effectively in matrixed environments, influencing cross functional stakeholders and aligning internal teams behind customer strategies without direct authority.
• Strong commercial and financial acumen, with hands‑on experience in customer investment planning, business case development, ROI tracking, and post‑investment review.
• Clear, confident, strategic communicator with the ability to translate complex topics into structured, pragmatic, agile discussions with both internal stakeholders and senior customer counterparts.
• Fluent in English and Mandarin, with the ability to engage senior stakeholders across functions in a fast‑paced environment.