Senior Director, Customer Solutions & Value Creation

As a key driver of international customer growth, this role is accountable for shaping and executing a cohesive customer strategy that maximizes long-term value creation across priority markets.

Work That Matters The Most

Key Responsibilities

Strategic Customer Segmentation & Prioritization: Leverage a deep understanding of customer business models, commercial priorities, and financial levers to segment and prioritize key strategic accounts. Define customer archetypes and investment strategies accordingly.
Joint Value Creation & Investment Strategy: Lead the development of customer-specific investment frameworks, guiding resource allocation and commercial trade-offs to unlock mutual growth. Facilitate strategic dialogue with internal and external stakeholders to drive commitment and alignment.
Global Partnership Leadership: Develop and manage high-impact strategic partnerships with international retail and foodservice customers. Align joint business plans with global brand strategies and commercial objectives to deliver shared value.
Annual Planning & Negotiation Leadership: Orchestrate annual commercial negotiations and planning processes across internal teams, bottling partners, and franchise units, ensuring aligned ambitions, consistent narratives, and value-driven outcomes.
Regional Customer Stewardship: Serve as the principal commercial interface for key regional customers, ensuring strategic consistency, flawless execution, and best-in-class customer experience across geographies.
C-Suite Engagement: Initiate and lead executive-level Top-to-Top engagements to align on multi-year priorities, resolve strategic challenges, and strengthen long-term partnership health.
Insight-Led Execution Planning: Translate global strategies into actionable customer execution plans, grounded in data-driven insights, market dynamics, and shopper behavior. Drive differentiation and performance at the point of sale.
Cross-Functional & System Alignment: Collaborate across marketing, revenue growth, commercial, and eCommerce teams—as well as bottling partners—to deliver integrated customer solutions and omnichannel excellence.
White Space Expansion: Identify and capitalize on whitespace opportunities to expand customer footprint both horizontally (new categories, geographies) and vertically (increased penetration and innovation scaling).
Customer Selling Stories & Playbooks: Craft compelling, insight-based customer narratives and commercial playbooks to support strategic initiatives, capability development, and local market activation.
Performance Management: Monitor and manage customer performance across markets; proactively identify growth levers, mitigate risks, and drive accountability against commercial KPIs.
Customer Advocacy & Innovation: Act as the internal champion for international customers, influencing innovation pipelines, service model enhancements, and continuous improvement initiatives that reinforce satisfaction and loyalty.
Senior Stakeholder Engagement: Build and sustain strong senior relationships across customer organizations, system partners, and internal stakeholders to influence strategic direction and unlock new growth vectors.

Output KPIs

Lead annual negotiations and joint business planning with regional key customers
Act as the main commercial contact across markets and functions, lead top-to-top engagements to align on strategic priorities with senior customers stakeholders
define and prioritize international customer segments and investments strategy
derive customer performance, satisfaction and strategic relationship growth
translate global strategies into tailored customer execution plans

Experience

Proven experience in a senior leadership role on sales/customer management role
Proven ability to drive system influence and implementation of strategies & plans.
Effective communication and influencing skills, with the ability to smoothly collaborate with multitude of system stakeholders.
Strong networking & matrix management skills
This role requires understanding of Coca-Cola company and/or bottling partners RTM and sales operations and system economics.

Annual Incentive Reference Value Percentage:30

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.

Senior Director, Customer Solutions & Value Creation

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