Director, Customer Development, Digital Commerce

Job Description Summary:

Manager: Senior Director, Digital Commerce
Role Type: Individual Contributor
Language: Fluent English & Mandarin
Relocation Provided: limited relocation available (domestic location).

Please note: This role is not a fully remote position. The selected candidate will need to be based in Shanghai and follow our hybrid work setup.

Job Summary
The Director, Customer Development, Digital Commerce, is responsible for leading customer development strategy and execution for the Digital Commerce Channel across the Coca-Cola system. This role drives both new customer expansion and sustainable performance of existing customers, by definingly clear strategies, developing customer development playbook and ways of working, and supporting major initiatives for key customers, etc.

The role plays a critical part in addressing emerging customers and competitive dynamics, including customers not directly managed within the team, newly developing customer segments, and evolving customer consumption trends that may impact channel performance. Proactively define the required playbook, guideline or operating protocols in such situations to ensure execution consistency and risk mitigation. This role also requires close collaboration with bottler partners and other key stakeholders to deliver sustainable channel growth and best-in-class execution.

What You’ll Do for Us

• Develop and roll out the customer development strategy and playbooks for the Digital Commerce Channel, providing clear direction and actionable frameworks to enable consistent execution for the system.
• Lead new customer identification, onboarding and growth, leveraging data, insights, and system resources to capture emerging opportunities and maximize channel potential.
• Drive the planning and execution of customer development initiatives and business proposals, partnering closely with bottler teams, ensuring alignment, accountability and effective in-market delivery.
• Enable and support key commercial initiatives for major customers managed within the Digital Commerce Channel.
• Collaborate with cross-functional teams to ensure customer development plans are aligned, integrated and effectively executed.
• Monitor, analyze, and report on customer development progress, channel performance and emerging trends. Providing insights and recommendations for continuous improvement.
• Perform other job‑related duties as assigned, in response to evolving business needs and market dynamics.

Requirements & Qualifications

• Bachelor’s degree or above in Business Administration, Marketing, Finance, Economics, or related field.
• 10+ years’ experience in sales, customer development, or channel management; experience in Digital Commerce, FMCG, or complex commercial environments preferred.
• Demonstrated success in developing customer development strategies and playbooks.
• Proven ability in business development, project management, and collaboration with bottler and cross-functional teams.
• Excellent communication, influencing and stakeholder management skills.
• Fluent in English and Mandarin, with the ability to operate effectively in a multicultural, cross‑functional environment.

Skills:

Channels Strategy, Conversion Rate, Customer Insights, Demand Generation, Influencing, Key Account Management, Leadership, Marketing Insights, Market Segmentation, Sales Channel Development, Strategy Development

Location(s):

China

City/Cities:

Shanghai

Travel Required:

00% - 25%

Relocation Provided:

No

Job Posting End Date:

May 21, 2026

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.