Senior Director, Franchise Operations Brazil North

Focus, Scope, & Impact: 

The Senior Franchise Director for Brazil North serves as the primary point of contact to our bottler Solar representing the total region portfolio and will steward the development of the brands with primary accountability of growing revenue, volume, share, and transactions.  

• Defines growth ambition (volume, revenue, share) with the Bottler within the region and aligns resources to be invested to achieve revenue, volume, transaction and share targets 

• Responsible for weekly/ monthly performance management, which includes reporting on revenue, volume, share, transaction metrics. 

• Monitors performance versus execution objectives, re-plans as necessary, and provides feedback to key stakeholders. 

• Manages discretionary budgets based on regional need. 

• Executes the commercial strategy and plans with franchise (bottling partners) owners for local market execution. 

• Responsible for collaborating on the contingency plan to deliver annual business plan performance in channels to include revenue, volume, share, net outlets, SOVI (share of visual inventory), and pricing. 

• Standardizes common approach to capability building based on bottler segmentation. 

• Assesses local Bottler commercial capabilities against established commercial strategies and objectives using the core measures within the Global Commercial Leadership Diagnostic Analysis Model; identifying gaps and develops action plans to improve capabilities. 

• Coordinates training/development enables more effective processes, scorecards and business routines to achieve the annual business plan. 

• Works with franchise commercial manager to steward the planning process that is in place bi-monthly, ensuring all customer plans are included. 

• Ensures development and implementation of customer and commercial leadership plans on overall brand/ price/ pack/ channel plans and ensure inclusion of Revenue Growth Manager (RGM) strategies and programs to maximize revenue generation. 

• Manages brand mix to maximize brand profitability and trade pricing according to brand / package contribution priorities. 

• Ensures distribution capability efficiencies, outlet execution and expansion benchmarks and objectives are set and met through the execution of Bottler performance. 

• Monitors market conditions and reports competitive activity to management, Bottler and local associates to understand program effectiveness and any implementation barriers. 

• Responsible for negotiation and resolving bottling contracts and National Supply Chain agreements as well as governance agreements and manages governance routines. 

Qualifications & Requirements: 

• Bachelor's degree in Business, Finance, Marketing, or Management with a master’s degree preferred. 

• 12+ years in a CPG organization responsible for direct sales, key account, or franchise management with P&L responsibility. 

• Experience as a Business Partner with direct Bottler or manufacturing experience in the Food and Beverage industry. 

• Experience with annual business planning, forecasting, customer and distributor management. 

• Demonstrated track record for delivering positive revenue results. 

• People manager with excellent leadership capability, able to work in a diverse cultural environment, highly efficient communicator and influencer at all levels 

Communication Focus  

• Given the leadership nature of the position, there will be multiple top-level interactions and negotiations both internally and externally 

Inside KO:   

• Zone Operations President 

• OU Marketing Leader and Category Leaders 

• OU Customer and Commercial Leadership Leaders 

• OU Financial Leaders 

•  (Influence and inspire) all Country  associates from all areas 

Outside KO 

• Lead and influence Bottler’s Local Heads to align short- and long-term vision, objectives and investments  

• High level negotiation with local partners, customers, and support government relationships 

• Support  TCCC in Local Industry and other relevant associations 

• The role has strong strategic communication and stakeholder engagement requirements. Key communications partners include, bottler leadership teams, key customers, government and other authorities.  The role represents TCCC in the Field North influence areas.    

• Negotiates and influences bottlers to implement business plan by creating a value proposition that bottler aligns and and commits to. 

• Aligns Bottler CAPEX, capability investment and local RGM/ pricing strategy to enable the growth of the KO portfolio.  

• The Franchise Leader spends most of its time influencing and reaching agreement when difficult, mostly executional metrics and objectives can differ, needs to be able to harmonize and influence Bottlers & customers  with different levels of maturity and complexity in decision making.  

KEY KNOWLEDGE REQUIREMENTS