Coca-Cola Company (Commercial Manager)

The Coca-Cola Company (NYSE: KO) is the world's largest beverage company, refreshing consumers with more than 500 sparkling and still brands. Together with our bottling partners, we rank among the world's top 10 private employers with more than 700,000 system associates.
Led by Coca-Cola, one of the world's most valuable and recognizable brands, our Company's portfolio features 20 billion-dollar brands, including Diet Coke, Fanta, Sprite, Coca-Cola Zero, vitaminwater, Powerade, Minute Maid, Simply, Georgia, Dasani, FUZE TEA and Del Valle. Globally, we are the No. 1 provider of sparkling beverages, ready-to-drink coffees, and juices and juice drinks. Through the world's largest beverage distribution system, consumers in more than 200 countries enjoy our beverages at a rate of more than 1.9 billion servings a day.

Job Title: Commercial Manager


  • Provide franchise and commercial leadership and co-ordination across a geographic location to achieve volume and share objectives through leading the development and the execution of the Bottler Business Plan (BBP) with special focus on executing commercial strategies in the defined geography (ies).

Strategy and Business Planning: (20%)

  • Provide input for and support the implementation of the bottler FDP, SBP and ABP
  • Co-create and execute annual BBP with Bottler and collaboration with the peer associates
  • Co-create and execute joint Customer Business Plans where appropriate

Market Execution and Commercial Excellence: (50%)

  • Drive commercial and execution capabilities leveraging RED and the defined Picture of Success
  • Actively pursue opportunities to improve our RTM& SFE leveraging best practices from other markets
  • Develop and execute operational elements of agreed brand / price / pack / channel plans
  • Drive horizontal expansion through outlet creation programmes and cold drink development
  • Implement execution monitoring systems including RED & DOSA
  • Lead Commercial Analytics and Periodic reporting of project progress with the right frequency and at the right level

Execution of Customer Programmes: (10%)

  • Ensure execution of customer programs designed to enhance customer performance and development
  • Evaluate & propose improvements to Customer programmes to improve in-store availability, SOVI and SOCI. Lead the monthly customer updates
  • Franchise Leadership
  • Build value based and strategic “win-win” relationships with System partners at Bottler middle management and on occasion senior local management levels
  • Develop and execute management routines with bottlers (weekly meetings, joint market visits, 100 days business reviews) to track achievement of key objectives.
  • Lead Bottler training and development modules and capability building initiatives targeted at commercial teams – especially RED, RTM, Key Account Management and Frontline Sales Skills
  • Coach and develop reporting KO associates to maximize full and current potential
  • Organization Impact/ Influence


  • Technical Skills
  • Business acumen
  • Strong Commercial understanding with deep knowledge of RED and Route to Market
  • KO system knowledge and clear understanding of the dynamics of the soft drink industry
  • Strategic mind-set: ability to identify and act on opportunities
  • Understanding of RGM and ability to covert same into winning strategies
  • Project management skills
  • Budget management skills
  • People management skills
  • Communication skills
  • Fluent in English
  • New Leadership Behaviours (Leader of Self)


  • Minimum 7 years’ experience with a FMCG or telecommunications company. 
  • Functional experience within an operational function would be an advantage. 
  • Bottler experiences would be an added advantage.
  • First level Business degree qualification minimum
Cultural Diversity
  • Ability to balance interaction at multiple levels from Bottler Middle and Senior Management to retailers requires cultural sensitivity.
  • Cultural diversity specifics will depend on assigned geography characteristics
  • Priority setting within expanded framework of responsibilities
  • Rapid execution of decisions through internal management process
  • Need to maximize efficiencies, decision making and learning vertically within the KO and Bottler Partner System structures and horizontally across markets
  • Alignment of System Partner and KO planning priorities and timing
  • The Commercial Manager is primarily responsible for the development and execution of the BBP
  • Will depend on local conditions of the assigned geography and work base
  • Minimum of 20% travel required
Location: Lagos 

Closing Date
13th January, 2017


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