Senior Director, Key Accounts

Welcome to the Coca-Cola Company, where innovation, strategy, and global impact converge. We are a dynamic hub of excellence, pioneering the future of customer and bottler relationships through the power of digital strategy. As we navigate the exciting landscape of eCommerce, we are seeking a Director of Key Accounts who is ready to make their mark on the world. In this role, you will have the opportunity to work with some of the most influential customers globally. We are looking for a strategic thinker with a proven ability to implement initiatives, develop marketing strategies, and analyze insights and market data. The successful candidate will be a leader, a collaborator, and a visionary, ready to bring our company strategy to life within the Food Service ecosystems.

PURPOSE OF THE ROLE

The Senior Director Key Accounts is responsible for driving the strategic vision, business development, and overall relationship management with our key accounts on a global level. This role focuses on negotiation support, implementing strategy and Joint Business Plans (JBP), understanding local contexts, and translating shopper data into actionable insights. A key aspect of this role is building trust with key customer stakeholders to be recognized as the key partner for the growth of the NARTD (Non-Alcoholic Ready-To-Drink) category. The scope includes direct responsibility for a number of countries where the client operates. There will be a focus on Carrefour due to its size, opportunity and contractual commitments but also beyond for other international customers with a clear focus on business development/360 activation.

Key Responsibilities

• Strategic Leadership and Relationship Management
• Support Strategic Vision: Support the development of long-term strategies and plans for our key accounts, aligning them with global and local goals.
• Analyze Global Trends and Insights: Build a long-term, aligned strategy and plan to succeed.
• Stakeholder Engagement: Build and maintain broad relationships with stakeholders at different levels within the key accounts to enhance trust and collaboration. This includes facilitating T2T meetings, senior management and cross-functional relationships with these customers.
• Global and Local Alignment: Ensure that the strategies are tailored to local needs and executed in collaboration with key account teams in each country.
• Negotiation and Business Development
• Negotiation Support: Provide robust support for negotiation of international agreements, ensuring they are in line with the bottlers’ mandates.
• Leverage International Agreements: Accelerate growth with pre-defined counterparts and ongoing tracking in line with our commercial principles (P4P, more for more, no duplication, etc.).
• JBP Execution: Develop and support the execution of Joint Business Plans (JBP) to drive business growth and strengthen collaboration with key accounts.
• Shopper Insights and Data Analytics
• Data Translation: Translate shopper data into actionable insights that drive business decisions and enhance the level of data granularity.
• Collaboration: Work closely with internal teams within the system and the customer’s data team to continuously improve data quality and relevance.
• Continuous Utilization: Ensure broad engagement across the system for the effective use of shopper data.
• Cross-Functional Collaboration
• Internal Coordination: Maintain close connections with internal teams (Franchise Ops, CCL, Finance, etc.) to remove barriers and accelerate local plans.
• Marketing Collaboration: Partner with marketing teams to achieve brand objectives and increase basket incidence.
• Test and Develop E2E Approach: Increase basket incidence and build consumer habits leveraging internal capabilities (global teams, local expertise, marketing, CCL, etc.).
• Legal Collaboration: Work closely with the Legal department to ensure compliance with all legal frameworks and regulations in every aspect of client relationships.
• Financial Stewardship
• Financial Tracking: Oversee financial aspects such as invoices, installments, and recharge coordination in collaboration with TCCC Finances & Bottlers.
• Performance Metrics: Track and communicate common performance measurements to ensure alignment with strategic goals.

Requirements

Educational Requirements:

• Bachelor’s degree in Business; MBA preferred.

Experience

• Minimum of 10+ years of experience in key account management, commercial development, and category management.
• 5+ years within the Coca-Cola System, particularly in roles interfacing with bottling partners or in the bottler.
• Proven track record in customer management, negotiation, and business development.

Skills

• Strong leadership and strategic thinking abilities.
• Excellent influencing and negotiation skills.
• Proficient in understanding and translating shopper data into insights.
• Exceptional collaboration and communication skills.
• Strong financial acumen, precision with numbers, and decision-making capabilities.
• Cultural sensitivity and emotional intelligence.

Languages

• Fluent in French and English; additional languages (Spanish or Portuguese) are a plus.

Travel Requirements

• International travel up to 25% of the time.

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.