Sales
Hybrid
Leaders
The Commercial Policy Manager is a strategic BU role, responsible for leading the design, execution, and governance of commercial policy to drive sustainable customer and system value. The role ensures trade terms and investment frameworks enable profitable growth across all categories and channels, aligned with RGM priorities.
The role partners closely with Finance, RGM, Sales, and Marketing, it optimizes trade terms through competitive benchmarking and performance-based agreements, while equipping Sales with best-in-class commercial narratives and tools to deliver business objectives
MAIN RESPONSIBILITIES:
* Develops and deploys the Annual Commercial Policy Document, defining discounting limits and pay for performance investment targets for upcoming customer agreements per channel.
* Leads the BP process, from identifying commercial policy insights to drive enabling category growth and margin competitiveness.
* Leads structured process to develop commercial policy tailored to category vision, bringing category projects to life with partners, from idea generation to implementation & post evaluation.
* Integrate the Commercial Policy action plan and best practices in customer negotiations as part of the end-to-end Customer Management process.
* Supports Category growth strategies and plans that drive profitability for CCHBC & Partners (Dealers), whilst meeting shopper/consumer needs.
* Manages cross-channel category growth projects E2E and assures effective implementation of Commercial Policy governance and compliance processes, including pay-for-performance results monitoring.
* Subject matter expert for the Commercial Policy and facilitates reapplication and improvement of Policy toolboxes, process capabilities and tools, identifies channel category growth opportunities & key levers to achieve them and supporting the sales teams' delivery of commercial policy and RGM objectives.
* Aligns metrics to drive general performance and capture value with monitoring effectiveness of pay-for-performance implementation. Reinforces processes and routines to review and embed Commercial Policy Look of Success KBIs in the performance process to deliver Customer Profitability growth, and BP commitments.
* Drives action plans to improve Commercial Policy KBI's: Discount Productivity, Discount Conditionality, Pay for Performance compliance; NSR/uc of regular (not promoted) sales, Savings from Regular Discounts amongst others.
* Apply market insight and knowledge to ensure partners' future needs are identified and met through our products, services and initiatives. Secures the right implementation of Commercial Policy across the country, optimizing Pay for Performance Price & Terms and Conditions in alignment with key departments: Route-To-Market, Finance, Marketing and Sales.
* Secures compliance with Legal requirements regarding Commercial Policy strategy and documentation in alignment with competition law.
* Develops Commercial Policy capabilities in a holistic way across all organizational layers (people & skills,) Collaborating with organizational leaders and their groups to improve brand equity, customer satisfaction and overall business results by cooperating with CCH Insight Team, Channel Team and sales force to review channel and customer-specific route -to- market trade plans
* Review Category/Channel Commercial Policy to secure market coherence and reinforce our leadership position whilst reviewing key customer contracts to ensure compliance with legal requirements
* Guide and support sales to execute a multi-year plan to optimize Pay-for-performance investments supporting RGM & RTM priorities.
* Lead CP capability building across functions to secure to have right skills to fully implement commercial policy guidelines with customers and channels.
* Lead the Commercial Policy Steering Committee along the year.
* Support sales teams with development and negotiation of pay-for-performance Selling Stories to customers.
* Develop CP Long Term Planning including recommended approach for new channels.
* System integration to improve automation and secure compliance with CP strategy.
ARE THESE YOUR SECRET INGREDIENTS?
Qualification and Knowledge:
* B.Sc. degree in field of Economics, Statistics, Marketing
Experience:
* 8+ years' experience in market research, business intelligence, strategy and promo management.
* Commercial/Sales Experience at senior management level - required.
* Proven track record of translating complex data into actionable insights that shaped business strategy.
* Experience in leading projects in cross-functional teams - desirable.
* Demonstrated success in leading cross-functional initiatives and influencing senior stakeholders
Skills:
* High analytical and strategic/conceptual thinking and execution
* Dealing with complexity, structured approach
* Strong communication and stakeholder management skills
* High Business & Financial acumen
* Presentation Skill and storytelling.
* Cross-functional project management skills and experience
* Motivated, engaging and proactive collaboration and cross-functional cooperation
* Proficiency in MS Office
HOW WE WILL SUPPORT YOU:
* You'll have a buddy to guide you during your onboarding journey
* We'll provide the right tools and KPIs so you can measure your success
* You'll receive learning and development opportunities tailored to your career goals
* You'll work in a diverse, multicultural team with a collaborative spirit
* You'll take part in meaningful tasks that directly influence the company's performance
ABOUT YOUR NEW TEAM
We are Coca-Cola Hellenic, a growth-focused consumer goods business and strategic bottling partner of the Coca-Cola Company. We bottle, distribute, and sell an unrivalled range of products in 29 markets across Europe, Africa, and Eurasia. As we do, we create value for all stakeholders, support socio-economic growth, and build a more positive environmental impact.
We bring together more than 30,000 people from over 70 nationalities, coming from five continents. The diversity of our markets, from mature to emerging economies, provides a wide range of attractive opportunities for growth.
We nurture our talents. We give opportunities to people across all functions and levels, as well as different geographies, backgrounds, and education. We are willing to take a risk on the people we believe in, even if they don't have the perfect experience. We have faith in what every person can be.
And although we have so much to be proud of, we always stay humble. We believe the real magic happens – for us and for you – when we OPEN UP.
Think you've got the secret ingredient?