Senior Director, Off-Premises Channel

This is a Senior Director, Off-Premises Channel in Korea.  

Responsibilities include system channel P/L management, providing thought leadership on category growth for the respective channels in the medium and short term, creating customer value for the system's top key customers, providing franchise system leadership for bottler partners in Korea, and developing talent and capabilities to deliver the Long-Range Plan and Annual Business Plan for the respective channels in the Japan & Korea operating units.    

The role will have direct reporting-line from RGMx, and dotted-line reporting from Shopper Marketing and Commercial Finance to drive profitable business growth and ensure strategic business planning and execution excellence for the channel. The role will encompass a variety of responsibilities and capabilities, ranging from the key customer business management to the development of strategies for independent outlets, where the system's route to market varies depending on the customer. The role will also collaborate with leaders from relevant functions, such as Marketing, Finance, and Strategy, within the Japan & Korea Operating Unit, as well as with the global commercial community, and the heads of channel business operations from the bottler(CCB), to design end-to-end business planning and lead quality market execution. The role will also collaborate with the People & Culture function to develop commercial talent and capabilities.    

Scope of Responsibility 

• Markets: Korea 

• Channels/Categories: Off-Premises / All categories. 

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

• Key customers: Coupang, Marketplace eComm platform(Naver, G-market, 11st), CVS(GS25, CU, 7 Eleven, Emart24, etc), M&P & Wholesale, NACF, Club, Hyper/Chain Super Market, Drug(Oliveyoung) 

• Reporting to : Korea Operations Lead 

• Stakeholders: TCCC global/OU functions, The Bottler (CCB),  Key customers. 

Key Responsibilities 

• Business Management: Deliver profitable & sustainable volume, value and share growth target and track channel business performance against BP targets and identify any necessary course corrections with the appropriate resource management. 

• Channel Growth Strategy: Develop a mid-term and short-term business growth strategy for the channels, integrating category growth priorities, portfolio strategy, shopper marketing/demand creation across physical and digital touchpoints, retail media, seasoned activation, and RGMx growth levers to ensure profitable growth.  

• System Channel P/L Management: Own channel P&L and deliver the targeted OI and OI% through accelerating profitable top-line growth by driving transactions with portfolio strategy while managing total system investment for each channel based on the role of channels. 

• 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 each channel.  

• Thought leadership for key customer business: Provide thought leadership for exceptional customer value creation in order to grow the business of key customers. Build and leverage commercial edge to create a jointly winning model, based on an understanding of the key customer's corporate strategy and financials.  

• System Leadership & Governance: Act as the system channel expert to guide decision-making and investments that maximize value creation with bottlers. Lead system alignment on strategy and execution plans for channels such as route-to-market design, distribution model, trade spending deployment, pricing & promo compliance and in-store execution standards.  Ensure the execution of bottlers is consistent with the aligned strategies. 

• By Channel Operational Excellence: Design, codify and execute operational strategy by channel and implement system to track/monitor and analyze. Establish operational standards and best practices across marketing, merchandising, and supply chain execution. Ensure availability and visibility growth higher than business growth in both physical and digital stores. 

• Route-to-Market assessment for efficient cost-to-serve operation: Identify the opportunity for direct, distributor & wholesale model and develop growth strategy to expand coverage of outlets with efficient operation.  

• Innovation pipeline: Lead development of the product pipeline and equipment pipeline to prepare for the future in partnership with R&D, TISC and Marketing. 

• Organization Development: Build high-performing teams and future leaders of The Coca-Cola Company    

Qualifications & Requirements 

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

• 15+ years' progressive experience in commercial strategy, managing complex channel and customer portfolios.  Digital commerce experience is preferred. 

• Proven track record in developing channel strategies and channel management, shopper marketing or trade marketing within the FMCG/CPG industry, applying RGM and conducting joint business planning.  Experience in the beverage industry is strongly preferred. 

• Ability to influence without direct authority and strong understanding of bottler economics, retail/customer operations and financials, and the Coca-Cola system is strongly preferred. 

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

• Data-driven advanced analytical skills to turn insights into actionable plans and experience with syndicated and proprietary shopper data. 

• Strong influencing leadership and strategic thinking , strategic & operational agility, learning agility, execution discipline, and communication skills in written and verbal.  

• Excellent customer-facing skills, including negotiation and relationship management. 

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