Director, SMDD Channel - Strategy

Job Description Summary:

Job Summary 

This role is responsible for developing the strategy & business plan for the Supermarket, Drugstore and Discounter channel businesses in Japan. Responsibilities include business plan development & achievement, system channel P/L management, providing thought leadership on category growth for the respective channels in the medium and short term, and supporting customer value creation for the system's top key customers.    

The role will closely work together with Marketing, Strategy, RGMx, Shopper Marketing and Commercial Finance functions to drive profitable business growth and ensure effective planning and execution for the channel. The role will also work together with the heads of channel business operations from all bottlers in Japan, to design end-to-end business planning and lead quality market execution.   

Scope of Responsibility 

• Markets: Japan  

• Channels/Categories: Supermarket, Drugstore, Discounter channel. All categories. 

• Coverage: Channel strategy, Customer value creation, RGMx, Shopper marketing, Occasion-based marketing, Franchise leadership, System economics, Segmented execution, Digital innovation.  

• Stakeholders: TCCC global/OU functions, Coca-Cola Bottling partners in Japan, Key customers. 

Key Responsibilities 

• Channel Growth Strategy: Develop a mid-term and short-term business growth strategy for the total channel & each individual channel, integrating category growth priorities, portfolio strategy, and RGMx growth levers to ensure profitable growth. Work closely together with Marketing, Strategy and Commercial Finance functions as well as heads of channel business operations in all Bottlers to deliver an aligned rich, integrated plan

• System Channel P/L Management: Develop strategy plans to accelerate profitable top-line growth by driving transactions with portfolio strategy while managing system investment for the channels, closely working together with RGMx and Commercial Finance.

• Category Business Growth: Translate consumer, shopper and customer insights into actionable channel growth strategies to grow the category, increase the incidence and value of baskets and transactions, and capture incremental revenue and profit pools for the Supermarket, Drugstore and Discounter channels.  

• System Leadership & Governance: Work to guide the total system in decision-making and investments that maximize value creation with bottlers. Lead system alignment on strategy and execution plans for channels. Ensure that the execution of bottlers is consistent with the aligned strategies. 

• Business Management: Track channel business performance against BP targets including KBI and key KPI metrics such as availability and points of connection, and identify any necessary course corrections with the appropriate resource management.    

Qualifications & Requirements 

• Bachelor’s degree in Marketing, Business Administration or related field required  

• 10+ years' progressive experience in commercial strategy, customer and channel management, shopper marketing or trade marketing within the FMCG/CPG industry. Experience in the beverage industry is preferred. 

• Proven track record in developing channel strategies, applying Revenue Growth Management and conducting joint business planning. 

• Understanding of retail/customer operations and financials. 

• Ability to lead large-scale, cross-functional projects within a matrix organisation and influence stakeholders at senior levels. 

• Advanced analytical skills to turn insights into actionable plans and experience with syndicated and proprietary shopper data. 

• Strong negotiation and relationship management skills. 

• Fluency in English and Japanese (business level for both). 

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Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.