Job Description
The closing date for this role will be 25th April 2014 .
POSITION SUMMARY :
Manager Customer Franchise will be responsible for driving the client program in Nigeria. This role reports directly to the CEO of the franchise, so indirect customer Eating Strategy and has a direct relationship .
Specifically with regard to the agenda of customer client manager franchise will be responsible for:
Managing a number of key acounts , the future consumption and immediate consumption, as defined from the Business Unit.
The development of the annual business plan based on the guidelines of BU and reflecting the needs and opportunities to provide local primary key business indicators
Driving strong alignment with bottling partners , and ensure timely execution and evaluation of key activities
Supports the negotiations conducted by bottling partners, the annual trade agreement (pricing terms and conditions) for the major customers
Steward process , routines with customers and partners bottling national level as defined by the customer team in the Business Unit ( BU)
Manage the relationship with key customers in the level of the country in franchise operations
Share best practices with customers and partners bottling
Actively participate in customer and commercial leadership routines
MAJOR DUTIES / RESPONSIBILITIES:
1 . Develop strong customer strategic plans to deliver customer base Key Business Indicators (IFS) (volume, turnover, SOVI , impact, operating income , excluding the inventory reduction and accuracy of the order) and shift the dialogue with clients to create value in the franchise business (FO) level
Develop and implement the annual joint business plan ( JBP ) for clients of his / her responsibility in FO , aligned with global or regional strategies customer and strategic corridors of the Company.
Defines and manages the DME client distribution locally to key customers.
Working closely with the team at the customer BU and Shopper Marketing Manager ( SMM ) to develop plans shopper customer driven ( annual calendar of activities, develop the look of success based on consumption and Shopper Insights )
Engine of growth in turnover in clients nationally through OBPPC ( Occasion Brand Pack Price Channel) working closely with the SSM and the Director of Client Development
2 . Robust disk alignment with bottling partners and key customer country level
Works closely with the director of customer strategy to ensure alignment with bottling partners and key client teams , the FO level / country
Conducted jointly with the Director of Customer Strategy routines with partners bottling FO level
Implement and steward the whole process with clients ( JBP process , joint reviews , the development of common score card , mapping customer Top Top 2 meetings)
Works closely with the director of capacity building to ensure the right capabilities are in place nationally
Works closely with the Director of SC to ensure delivery of all industries know regarding SC
3 . Conduct annual negotiations with priority clients
Defined in collaboration with the Director of Finance of Nigeria and Customer Strategy Director optimal compromise mixture for annual negotiations with major customers and provides solutions for enhancing value to local operations.
Steward local negotiations leading to key customers, linking local features with regional managers, jointly and fully aligned with partners bottling
4 . Built tracks performance and capacity
Works closely with the data analysis to develop dashboards mutual clients and share the results of operations manager and local customers .
Works closely with the managers of statistical data to analyze and interpret data on customer sales and assesses the key activities of the plan for entry into business reviews and planning sessions
Analysis of return on investment investment DME strategic initiatives implemented with key customers .
Works closely with the client team in BU and the C & CL Manager capabilities to ensure the implementation of the capacity plan for Nigeria (system and clients)
FINANCIAL / JOB SCOPE :
TCCC Brands / Products – Full TCCC beverages portfolio
TCCC product launches annually – As BP
Customer relevance ( sales in U.S. dollars converted ) – Focus will be behind the following clients in Nigeria ( Shoprite , Spar , Pizza Domminos , Mr. Biggs, Chicken Republic , Hilton, Intercontinental)
Country (# of counties that do business ) – Nigeria
Role of management :
Operating budget – TBC . DME Customer , travel, client meetings , best practice meetings etc.
OPEX influenced USD – As above
Responsibility country BU ( s) and / or Group – FO responsibility affecting all countries that the main customers of business
Suppliers – None
Productivity – The creation of the ability to generate additional revenue through increased volume due to shopper driven activation
COMPLEXITY OF COMMUNICATION :
Will interact with Coca -Cola bottlers and customers from senior management , mainly BU and at national level.
Will be needed to build proactive and maintain relationships with client management of appropriate senior level.
Will be required to interact with , influence and persuade Coca- Cola system and senior management on various analyzes customer customer edge .
Be responsible to influence and guide others analytics experts Object of the contract .
ANALYSIS :
Understands the profit model of the customer and try to identify opportunities to create value by linking our portfolio, customer and consumer needs in the client model
Provides solutions for a range of issues ( eg, quality supply chain, cash flow , new equipment , etc.) to create value and strengthen the relationship with customers
Develop a framework and an effective process to improve customer service in the Business Unit
Align and influence of multiple stakeholders (marketing FO , FO GMs, market operations , the country managers , etc. ) to drive a customer-centric approach and create value for the system and customers.
Includes advanced analysis of customer business development opportunities and programs / services , including an overview of the market basket analysis , combo meals , buying opportunities , the performance of the class, etc.
Understand how OBPPC creates value in the profit model of customer and develops compelling proposals for the client and the system
Scenario creation to identify the optimal solution through the model of value creation
JUDGMENT AND DECISION MAKING :
The pioneer position wide reflection and expertise in the field of customer management system and move the dialogue to value creation
Develops plans that create strong customer value and provides some processes and routines timely execution plans
Build strong relationships within the system and with customers to ensure to maximize the benefits of the new model of customer
Influence decision makers and key stakeholders for making final decisions (internal , system, and clients) in various areas (eg capacity building , new launches if OBPPC , New Market Road, the structure etc. )
Identifies initiatives to create value and links with local strategies and plans.
Actively participate in the BP customer and ABP for the team Customer
INNOVATION:
Set up processes and routines internally and with customers
Develop a process for sharing best practices
Works internally with stakeholders for support and proper alignment
Built a customer and shopper -centric culture centered in the resulting system to a new way of doing business with key customers
QUALIFICATIONS / COMPENTENCIES / SKILLS :
skills :
Provides results : Accountability takes , ensuring productive , efficient execution against priorities . Streching but sets realistic goals and removes obstacles to ensure superior results
Immediate sales and long-term priorities – Meets critical objectives while considering the impact of these activities on long-term goals . Translating strategic direction into action / personal projects.
Imports and exports good ideas – Shares and adopts ideas from outside the company. Operates ideas inform actions or get support. Embraces change .
Drives Innovative Business Improvements – Develops ideas and gains the commitment of others. Seizes opportunities that can provide the greatest value . Fosters an environment of creativity and innovation.
Develops and inspires others – Develops others, improving their skills and abilities. Provides , seeks and accepts feedback. Supports the diverse contributions of others. Engage others through effective communication and influential
Reports focused on building value : Generating internal and external alliances by identifying and acting on those things that create success for the Company and its customers, bottlers, suppliers, communities and governments continuously.
Customer Focus: customers (internal and external) and their needs a primary goal of his actions Tell ; developing and sustaining productive customer relationships .
Communicate and influence effectively : Communicate information and ideas in a clear , meaningful and timely ; provide information to ensure understanding ; solicits input from the audience during the communication.
Lives TCCC values ??and ethics: Demonstrates the values ??and ethics of the Coca-Cola Company through words , actions, and by example ; fosters an environment that reflects the values ??of the company.
Knowledge and skills:
Client Development : Knowledge of profit model of customer relationships and our portfolio of consumer and shopper needs in the customer model to create value for the customer and the system
Negotiation techniques .
Retail Merchandising Category Management and Shopper driven : Knowledge of how to build and implement an effective store merchandising program to lead to increased consumer purchasing .
Customer Knowledge: Knowledge of store purchase behavior of consumers in order to develop effective internal marketing programs .
Distribution: Knowledge of retail industry (retailers , competitors , trends, visual merchandising, and the business environment in general) related to multiple channels.
Channels : Knowledge of specific distribution channels , including competitive play, target consumers and key trends , including the ability to use information in the identification of new opportunities that are aligned with business objectives.
Marketing & Portfolio Management income growth : Knowledge of how to construct and operate multiple brands and categories to generate the maximum value of the customer shopper and consumer .
Consumer knowledge : Knowledge of global brands to connect with consumers for long lasting preference leading to the adoption fair .
Project management: implementation of action plans to ensure that the work is completed efficiently ; prioritize activities and more critical and less critical tasks; effectively allocates time to complete the work ; coordinates other .
Winnig attititude and collaboration; work in a new environment with a lot of complexity, diversity and new rules of engagement must be made; flexibity qucik and identify win-win solutions and passion for cretae a strong legacy
Solid understaning system (internal and bottlers )
RELATED Required Experience / QUALIFICATIONS :
7 + years of demonstrated success developing strategy, client development , client or customer marketing , data analysis , and / or project management skills .
Proven thought leadership in the ability to blend properly various types of analysis and data sources to craft recommendations oriented action that promote the growth of the company.
Proven ability to influence people and align resources to achieve a common strategic objective , based on approaches and methodologies in the most class while refining to meet the specific needs of the client; ability to interact and influence high efficient management.
Proven ability to manage multiple simultaneous projects with ambitious goals and objectives; Proven ability to redirect resources as needed .
International experience is preferred or multi-country
Educational Requirements :
University Degree Required Bachelor
Knowledge of French will be considered stronger,
Preferred Qualifications: MBA preferred .
CULTURAL DIVERSITY :
Will be exposed and must communicate mainly in English and French
Must be proficient in the social and cultural issues of all countries of the Business Unit.
Direct interaction with bottlers and customers and their business culture and different backgrounds.
WORKING CONDITIONS : Conditions of professional work, with exposure of security risks when traveling in less secure and / or underdeveloped countries .
TRAVEL REQUIREMENTS : 30% of the time required to travel most of the time in countries franchise operations , but some of the BU
ADDITIONAL INFORMATION :
flowchart:
This is a crucial role in the model of customer engagement in CEWA and requires a solid understanding of the person system, strong analytical and strategic skills , positive attitude and strong winning attitude and drive to build a culture of customer and capacity work and produce exceptional results in the pressure and complexity .
§ This position offers you the opportunity to develop a thorough understanding of the drivers for a successful integration of key business processes , customer development and sales execution retail business , consumer marketing necessary to ensure a “victory” with customers that allow Coca- Cola system to access prestigious store locations related to priority opportunities by providing activation of transformation that creates value step-up system sustainable .
§ The position is newly created and requires a winning attitude and changing and a set of skills and knowledge , such as: a clear overall understanding of how our system works, a proven background of senior management and the ability to move frames and strategic principles into concrete actions and capabilities is essential.
The role requires a senior executive with proven track record in managing our business and personal credibility with senior districts that interacts and influence.
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