Director, Channel (General Trade) - Indonesia

KEY WORKING PARAMETERS

Focus & Scope

• Translate the OU CCL (Customer & Commercial Leadership) plans and build the Indonesia General (Traditional) Trade (Retail Off Premise, Retail On Premise, Wholesaler) Annual Business plans that help deliver the OU CCL strategies in the market. This includes clear channel strategy, framework, calendars, PICOS (Picture of Success), trade/customer plans, and transaction drive initiatives.
• Lead the execution of the OU initiatives and embed this into market Traditional Trade Channel plans. Ensure seamless alignment with the franchise and frontline marketing teams. Further leverage RGM (Revenue Growth Management) and VTM/RTM (Value/Route to Market) strategies into an integrated approach to improve plan effectiveness and end results.
• Responsible for full alignment with key stakeholders & delivery of the Traditional Trade Channel plans for the market. This includes tracking & reporting against the aligned KPIs and undertaking/alignment plans for course correction as and when required. These KPIs must reflect the opportunities and local realities, and support the deliverance of OU CCL strategies and priorities.
• Review & understand monthly channel performance and dynamics of the market/channel and design/propose initiatives to drive business performance/opportunities. Feed the relevant channel information for the Monthly Business Review and Decision Point.
• Understand, guide & support the overall RED (Right Execution Daily) process, working closely with the VTM/RTM Team.
• Work closely with the OU CCL Central Teams to accelerate learnings through sharing of best practices and approaches that could be mutually relevant and aid better planning and execution of our OU CCL strategy.

Impact

• Accelerate NSR (Net Sales Revenue), transaction and volume growth, recruitment, purchase incidence, basket size, and system margins as well as volume/value share across channels.
• Step change our capability with the network organization support to accelerate better segmentation and system execution, enabling the right portfolio in the right outlets for the right consumers and their key occasions - in close partnership with OU Central CCL teams.

Scope

This is an ASP Central Cluster individual contributor role, based in Indonesia.

KEY SUCCESS PARAMETERS

Experience

• 10+ years of leadership experience in Commercial/Channel planning and execution with strong skills in Commercial: Channel/Customer Management, Trade Marketing, RGM, Sales, VTM/RTM, and Portfolio management.
• Proven strategic and analytical skills as well as outstanding influencing skills.
• Ability to think from planning to execution and solid system commercial and brand management.
• Desirable to have bottler experience.

Work Focus

• This role requires very solid system experience and perspective, strong system business fundamentals across a broad range of markets and business dimensions - combined with the ability to understand complex business concepts. Highly developed leadership and influencing skills are a must to positively influence our multi-functional system teams.
• To succeed, the role requires a strong combination of analytical and strategic thinking capabilities, strong consumer- and customer understanding, as well as a hands-on mentality – the ability to conceptualize plans from scratch and a very solid understanding of process and systems.
• The role will be wired closely in a networked approach with Senior Leaders and Operators in the cluster/market as well as our Bottling Partners.

Communication Focus

• Communicate with internal stakeholders and key Bottling partners.
  • Internal: Communication of channel-specific opportunities, priorities, and plans to the Cluster leadership team and other Senior Management.
  • System: Communication and alignment of CCL plans as well as their key business drivers, Coca-Cola System strategic direction/priorities, and performance with senior Bottler Partner leaders.
• External: Communicating with customers, key advisors, agencies, vendors, and other stakeholders to progress and successfully deliver on key business development initiatives.

Skills:

• Leadership
• Social Media
• Sales Channel Development
• Conversion Rate
• Structured Query Language (SQL)
• Marketing Campaigns
• Digital Advertising
• Key Performance Indicators (KPI)
• Branding
• Demand Generation
• Media Buying
• Marketing Strategies
• Product Commercialization
• Channels Strategy
• Tableau (Software)
• Customer Insights
• Alteryx
• Market Segmentation
• Microsoft Office
• Google Analytics
• Strategy Development
• Microsoft Power Business Intelligence (BI)
• Marketing Insights