Director, Commercial Franchise

Role Overview

• Responsible for weekly/monthly performance management, which includes reporting on revenue, volume, share, transaction metrics
• Monitors performance versus execution objectives, re-plans as necessary and provides feedback to key stakeholders
• Also, manages discretionary budgets based on regional need
• Executes the commercial strategy and plans with franchise (bottling partners) owners for local market execution
• Responsible for collaborating on the contingency plan to deliver annual business plan performance in channels
• Standardizes common approach to capability building based on bottler segmentation
• Assesses local Bottler commercial capabilities against established commercial strategies and objectives using the core measures within the Global Commercial Leadership Diagnostic Analysis Model
• Identifying gaps and develops action plans to improve capabilities
• Coordinate's training/development enables more effective processes, scorecards and business routines to achieve the annual business plan
• Work with franchise commercial manager to steward the planning process that is in place bi-monthly, ensuring all customer plans are included
• Be the SME for Large Store, Small Store and FSOP Channel Plans and work with respective Directors and their sales teams at the bottlers to execute the plan
• Participate in all channel planning routines from Atlanta
• Provides Bottler performance feedback to Franchise Leadership “serving as voice of the market”
• Monitor's market conditions and reports competitive activity to management, Bottler and local associates in order to understand program effectiveness and any implementation barriers
• Work with Commercial Manager to support the development of commercial stewardship bi-monthly planning stewardship
• Ensure all National Retail, National Foodservice and Regional customer plans are communicated within planning process to ensure end to end execution
• Responsible for negotiation and resolving bottling contracts and National Supply Chain agreements as well as governance agreements and manages governance routines.

Requirements

• Bachelor’s degree in Business, Marketing, Management with a Master’s degree is preferred
• 5 or more years in CPG organization responsible for direct sales, key account or franchise management with P&L responsibility
• Must have experience as a Business Partner with direct Bottler or manufacturing experience in the Food and Beverage industry and how to develop capacity plans to meet customer demand
• Must have experience with annual business planning, forecasting, customer and distributor management and demonstration a track record for delivering positive revenue results
• Demonstrate passion for selling, negotiating, relationship building in an entrepreneurial environment
• Understanding of channel marketing, syndicated marketing research and competitive analysis and how to utilize this knowledge to drive sales
• Must possess excellent relationship building skills, as well as strategic leadership abilities
• Distribution center knowledge is ideal
• The ability to influence outcomes and be persuasive are ideal.

Benefits

• Health insurance
• 401(k) matching
• Paid time off
• Professional development opportunities