Senior Manager Phygital RTM

hace 1 semana

Santiago, Chile Coca Cola A tiempo completo

Description

Summary:

Focus, Scope, & Impact:

This role is responsible for proposing, developing, and implementing Phygital Route to Market models to deliver high service level, cost-effective, generating top line increase, high product availability and market share in the market, and outstanding customer service level.

Responsible to design and align a long-term strategic Phygitalvision over 5 years horizon and translate it into specific implementation projects to be deployed with each Bottler operation overshort-term horizons (1 – 3 years).

Role scope consists of leading and implementing route to market models across all 39 LATAM markets, covering 67 Bottlers operations with 4.8MM customers served on average 1.5 visits per week through 20K frontline sales force team. 

Typical route to market projects delivers 5% to 10% increase in customer contact and reduction of 1% to 3% cost to serve in a Bottler operation. 

Scope also considers design, implementation, and continuously evolve ourPhygitalRTM framework from Order to Satisfaction, incorporating new capabilities towards a real time fully integrated Platform, delivering high reliability, and exceling in customer satisfaction. 

More specifically, develop and implement new order taking and order generation models to provide flexibility (anytime, anywhere) required by our customers and consumers, including advanced analytics and Artificial Intelligence based solutions. 

Design, develop, and deploy sales force capability building programs to evolve the role of sales force from “order takers” to “business developers”.

Evolve our automation capability solutions with new functionalities, such as real time order visibility from multiple order entry, dynamic segmentation, dynamic route planning, automatic dashboards to support frontline pre-sellers and supervisors to become a business consultant to the customer in the new Phygital environment.

Leverage Advanced Analytics and Artificial Intelligence models to generate insights on how to increase sales force effectiveness, and how to improve customer satisfaction levels. 

Partner with Supply Chain OU team and Digital team to develop and implement solutions to improve flexibility in our service models to match customer and consumer expectations. 

Partner with external vendors, academia, and startups under an open-source organization approach to create RTM ecosystems, expand System reach, and improve economics. 

KEY SUCCESS PARAMETERS

Experience

10+ years of proven experience in Commercial Execution with strong skills in Route to Market, or Route to Consumer, and Value to Market, Innovative thinking, 

Advanced working knowledge of Digital solutions, such as chatbot, large language models – ChatGPT, digital apps, etc.

Proven system knowledge including RTM and Customer, deep understanding of the complexities of the System, such as bottler economics and system leverages, processes, and tools tooptimize solutions with our customers across channels.

Deep understanding of sales force standard operating routines, processes, compensation schemes, and metrics.

Solid analytical and conceptual skills and ability to think from planning to execution and solid system commercial and brand management.

Solid data interpretation skills – ability to understand complex data and ability to explain to Customers, Bottlers, etc. in a way that is meaningful to their business needs.

Desirable to have proven Bottler experience.

Work Focus

As part of the fast evolution and adoption of digital solutions, customers are more exposed to different types of services levels, with more flexibility and choices on how to be served, and therefore, they increased their requirements and expectations from companies in the marketplace.

This role aims to rethink our current RTM models, which mainly focus on scale to also bring a new level of capability focused on flexibility and agility to serve this new customer of the digital age.

This role requires proven RTM understanding and a very solid system experience and perspective, as well as highly developed holistic thinking and business analytics skills, combined with the ability to communicate with different levels of the organization (from pre-seller to commercial VPs).

This role must develop compelling business cases for new RTM models to secure Bottlers investments in this new required RTM capabilities, to achieve our category growth ambition.

Ability to drive cross-functional support and cross-system alignment, not least leading and smoothly running alignment and collaboration to ensure that OU RTM strategies are fully owned by GMs and the system across the OU.

To be successful this role needs strong communication and collaboration skills, as well as highly developed project management, business development, advanced commercial finance, and negotiation skills with experience from driving complex cross-functional, cross-system projects involving multiple internal and external stakeholders.

Communication Focus

Role interfaces with internal and external stakeholders and key Bottling partners.

Internal: Communication of RTM solutions, align on competing priorities and plans with Zone Franchise leadership teams(VPs) and C&CL Hub,and work collaboratively with Digital team in the co-design and implementation of new solutions.

System: Influence and negotiate RTM initiatives with Bottler sales and commercial leadership teams as well as review implementation progress with Bottler senior leaders(CEO and VPs).Very often, Bottlers push for overall cost optimization of sales structure, and this role needs to push towards overall top line growth and transactions, and not only cost reduction. 

External: Partner with external companies and vendors under an open-source approach to create and evolve RTM ecosystems.

Skills:

Account Management, Business Development, Business Planning, Communication, Consultative Sales Management, Contracts, Customer Relationship Management (CRM), Decision Making, Forecasting Process (Inactive), Leadership, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales Forecasting, Sales Management, Sales Process, Teamwork

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