Director, RGM & Execution Pakistan

Job Summary

Ensure end-to-end integration and execution of RGM & commercial plans with perfect coordination & collaboration with The Coca-Cola Company and Bottling partners. This role is a critical role to have commercial plans developed, planned, and executed to deliver the total volume, revenue and profit targets for the Coca-Cola System. This role will also support franchise operations in building a strong network and a sense of community by providing extended RGM & Integrated Execution consultation and influence.

Work That Matters The Most

• Lead development of end-to-end system commercial (RGM+Execution) agenda & governance to drive continuous and sustainable transaction growth for PAR
• Lead, design and implement integrated system RGM approaches and plans to support topline revenue growth and margin expansion by better targeting all key stakeholders (Consumers, Shoppers and Customers)
• Together with system counterparts, identify & implement growth initiatives thru targeting revenue, volume and transaction headrooms via price, promo and OBBPC actions
• Ensure integration of system aligned RGM & marketing priorities (e.g. flyhweels) to execution via influencing PICOS, RED, price terms and conditions and promo spending.
• Monitor all RGM drivers related to Franchise Unit business performance and report with root cause analysis & mitigation plans throughout the year (incl. monthly & quarterly system meetings)
• Ensure perfect execution of aligned activation and execution plans inline with WTMM and LRP guidance
• Lead in-market execution capability enhancement plans ensuring that we have flawless execution of consumer preferred, customer led, sustainable and profitable propositions;
• Lead the operational integration of strategic recommendations – build and improve relationships with bottler through integration of in outlet activation and investments with the bottler sales function;
• Define Commercial Productivity plans for Franchise – short and long range; Define business metric; oversee plan implementation; track & steward performance; define course correction plans.
• Manage effectiveness and efficiency of System Commercial investment and operating expense resources;
• Support franchise channel leads for problems involving difficult relationships, multiple variables and high risk associated with customers / channels / bottling partner
• Provide commercial expertise in recommending organizational or operational direction and priorities in response to the external market situation.
  
  

Input KPIs

• RGM
• Pricing plans & implementation
• Pack-Price Architecture plans & implementation
• Promo plans & implementation
• Mix Management plans (incl. affordability & premiumization) & implementation
• RGM governance
• Execution
• PICOS plans & implementation
• RED plans & Implementation
• CDE plans & implementation
• Digital RTM plans & implementation
  
  

Output KPIs

• Quality growth algo: NSR > Transaction > Volume
• Balanced revenue growth with per-caps recruitment
• IC Mix
• RED coverage
• Entry pack availability
• SOVI / SOCVI
• Doors/10k
• Active store count
• eB2B revenue share
  
  

Experience

• ~10 yr experience in a RGM or Execution (franchise, commercial, sales, marketing) leadership role in FMCG / Retail, preferable within Coca-Cola System
• Self-starter attitude and high performing team culture.
• Proven ability to drive system influence and implementation of strategies & plans.
• Effective communication and influencing skills, with the ability to smoothly collaborate with multitude of system stakeholders.
• Strong networking & matrix management skills
• This role requires understanding of Coca-Cola company and/or bottling partners RTM and sales operations and system economics.
  
  

Skills

Leadership; Media Planning; Promotional Strategies; Price Management; Key Performance Indicators (KPI); Marketing Campaigns; Integrated Marketing; Category Management; Sales Analysis; Competitor Analysis; Product Roadmapping; Marketing Strategies; User Experience Analysis; Microsoft Office; Search Engine Optimization (SEO); Communication; People Management; Digital Marketing; Brand Management; Teamwork; Search Engine Marketing (SEM); Finance Strategy; Financial Forecasting

Annual Incentive Reference Value Percentage:30

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.