Director, RGM

Job Summary:

Ensure end-to-end integration and execution of RGM & commercial plans with perfect coordination & collaboration with The Coca-Cola Company and Bottling partners. This role is critical for developing, planning, and executing commercial plans to achieve volume, revenue, and profit targets for the Coca-Cola System. Additionally, this role supports franchise operations by building a strong network and fostering a sense of community through extended RGM & Integrated Execution consultation and influence.

Work That Matters The Most

• Lead the development of end-to-end system commercial (RGM+Execution) agenda & governance to drive continuous and sustainable transaction growth for PAR.
• Design and implement integrated system RGM approaches and plans to support topline revenue growth and margin expansion by targeting key stakeholders (Consumers, Shoppers, and Customers).
• Collaborate with system counterparts to identify & implement growth initiatives through targeting revenue, volume, and transaction headrooms via price, promo, and OBBPC actions.
• Ensure integration of system-aligned RGM & marketing priorities (e.g., flywheels) into execution by influencing PICOS, RED, price terms and conditions, and promo spending.
• Monitor all RGM drivers related to Franchise Unit business performance, providing root cause analysis & mitigation plans throughout the year (including monthly & quarterly system meetings).
• Ensure flawless execution of aligned activation and execution plans in line with WTMM and LRP guidance.
• Lead in-market execution capability enhancement plans to ensure consumer-preferred, customer-led, sustainable, and profitable propositions.
• Oversee the operational integration of strategic recommendations, building and improving relationships with bottlers through integration of in-outlet activation and investments with the sales function.
• Define Commercial Productivity plans for the Franchise—short and long term; establish business metrics; oversee implementation; track & steward performance; and define course correction plans.
• Manage the effectiveness and efficiency of System Commercial investment and operating expense resources.
• Support franchise channel leads in resolving problems involving difficult relationships, multiple variables, and high risks with customers, channels, or bottling partners.
• Provide commercial expertise to recommend organizational or operational directions and priorities based on external market situations.

Input KPIs:

- RGM

o Pricing plans & implementation

o Pack-Price Architecture plans & implementation

o Promo plans & implementation

o Mix Management plans (including affordability & premiumization) & implementation

o RGM governance

- Execution

o PICOS plans & implementation

o RED plans & implementation

o CDE plans & implementation

o Digital RTM plans & implementation

Output KPIs:

- Quality growth algorithm: NSR > Transaction > Volume

- Balanced revenue growth with per-capita recruitment

- IC Mix

- RED coverage

- Entry pack availability

- SOVI / SOCVI

- Doors/10k

- Active store count

- eB2B revenue share

Experience

- Approximately 10 years of experience in RGM or Execution (franchise, commercial, sales, marketing) leadership roles in FMCG / Retail, preferably within Coca-Cola System.

- Self-starter attitude and high-performance team culture.

- Proven ability to influence and implement strategies & plans across the system.

- Effective communication and influencing skills, with the ability to collaborate smoothly with diverse system stakeholders.

- Strong networking & matrix management skills.

- Understanding of Coca-Cola company and/or bottling partners' RTM and sales operations and system economics.

Skills include leadership, media planning, promotional strategies, price management, KPIs, marketing campaigns, integrated marketing, category management, sales analysis, competitor analysis, product roadmapping, marketing strategies, user experience analysis, Microsoft Office, SEO, communication, people management, digital marketing, brand management, teamwork, SEM, finance strategy, and financial forecasting.