The Coca-Cola Company Job Vacancy in Kenya : Key Accounts Manager

The Coca-Cola Company Job Vacancy in Kenya : Key Accounts Manager
March 19, 2015 Job Description
The closing date for this role will be 30th March 2015.
JOB SUMMARY:
The Key Accounts Manager is a position supporting the BU and Franchise Customer teams to manage a number of customers :
Drive customer and commercial subject matter expertise including sharing best practices and leading cross-system projects in conjunction with Franchise teams, Bottlers and Customers to create value and competitive advantage for the System and our customers.
Responsible for assisting in implementing Key Customer initiatives in conjunction with Franchise and BU Shopper Marketing Manager (examples include center of excellence initiative).
Collaborates with Franchise Marketing and Operations Marketing Teams, Business Unit Functions and Bottler resources (marketing, technical and finance) to ensure timely, consistent implementation of marketing, technical and financial programs and services in order to maximize key customers profitability and KO sales of Sparkling and Stills brands.
Leads Key Customer Analytics projects in order to drive deeper understanding of customer P&L’s and support development of better quality joint business plans with major customers.
Develop a set of process, systems and business solutions to support decision making process, track the customer performance and support the KAM teams with all the relevant information to engage the customers in strategic dialogue rather than a transactional discussion.
Leads the areas of performance management vs the core KBIs ( volume, revenue, incidence, OI growth, OOS reduction and optimize order accuracy),compiling data and infomartion from various sources to understand shopper and customer strategy and develops and distributes the customer report in CEWA
KEY DUTIES/RESPONSIBILITIES:
Support development of BU Customer Strategic and Annual Business Plans.
Drive Capability building programs and initiatives for Franchise customer teams, and ensure implementation of the same against an agreed curriculum and capability plan.
Understand and anticipate customer needs based on stage of market development in order to optimize development, communication and execution of programs, brands and services.
Responsible for developing, understanding, communicating and ensuring implementation of the pricing protocol with Key Customers’ and the Franchise.(Global and major customers)
Understand the role of, and implement programs against, matched marketing funds in order to identify relevant opportunities and request access to those funds based on those opportunities ensuring appropriate pay for performance terms are reflected.
Drive quarterly business reviews, demonstrating full understanding, analysis and implications of all Coca-Cola and Key Customers key business indicators in order to identify business trends and evaluate the impact of programs and promotions. Reviews should include status of current activities and programs, opportunities and risks, as well as recommendations for changes in future business plans.
Responsible for ensuring the elements contained within the Key Customers Supplier Quality Index rating system and implemented by all parties throughout the supply chain and within the Business Unit.
Develops the data analytics protocol in CEWA (process, tools)
Manage the development of a BU Advanced Customer Analytics Service that improves the efficiency and effectiveness of the Coca-Cola System in the areas of account management, category management, supply chain and marketing through the use of common analytical tools, processes and scorecards.
Define business requirements to meet information needs; data sourcing processes and controls; define process for monitoring and stewarding data quality and organize to get them in a structured way able to be used
Capture customer POS data, and design and execute advanced analytics with our vendors and systems to provide meaningful and action oriented insights to our customer management teams
Align, getting the support of the customer strategy manager and during the process of System alignment, with the Bottling partners the information required from them and how to get; liaise within EAG and other Groups to understand how they get data using the technology
Liaise with LATAM Group to understand the tools and the process they use in the data analytics and identify potential areas for know-how transfer
Liaise with the Bottling partners to optimize the way of sharing customer data form them; participates in the alignment process with the top 5 bottlers
Develops and distributes the customer report in CEWA
Works closely with the customer teams ( in FO, in BU and EAG) to ensure timely development and distribution of the customer report ( performance vs. KBIs, activation, best practices etc.) in CEWA and also defines the optimum period of developing and distributing the report
Supports EAG & Global Teams with regards data/reporting needs for specific group of customers; aligns with regards timing, process, templates etc.
Provide decision support and data analytics of Customer Business, Supply Chain indicators, Shopper Marketing evolution, System In-store performance, and Trade Promotion Effectiveness to functional leaders with strategic insight that will drive improved business performance with targeted customers.
Supports the Customer team in the area of performance management and KBI’s tracking
Work closely with SMM, and the customer teams , K&I to identify the KBIs required to track customer performance and prepares and updates the relevant scores
Provide decision support and data analytics of Customer Business, Supply Chain indicators, Shopper Marketing evolution, System In-store performance, and Trade Promotion Effectiveness to functional leaders with strategic insight that will drive improved business performance with targeted customers
Works closely with the SC to identify and track the right KBIs in the area of OOS and order fulfillment
Works closely with the customer teams to evaluate timely the key customer activities
COMMUNICATION COMPLEXITIES:
Will interact with KO, bottlers and customer management, mainly at BU and national levels (Franchise levels)
Will be required to proactively build and maintain relationships with appropriate level customer management and Bottling partners.
Will be required to interact and influence Coca-Cola System on various advanced customer analytics.
Will be responsible to influence and guide analytics third party SME’s.
ANALYSIS:
Develop an effective framework and process to improve Customer Service across CEWA
Development of advanced analysis of customer business building opportunities and programs/services, including insights of basket analysis, combo meals, purchase occasions, category performance, etc.
Development of new common advanced analytical business processes and systems to measure and evaluate business performance.
Develop Coca-Cola System understanding of the implications, benefits and rationale for implementing new technologies, processes and systems.
JUDGMENT AND DECISION MAKING:
Accountability: Typically in the form of broad goals or areas of accountability
Day-to-Day Decisions: balancing and organizing the workload to meet short and long term commitments
Project Approach/Methodology: chooses and/or designs the appropriate approach and/or methodology to deliver against specific project objectives; Sets the agenda and the work plan for the development of consultants, research and insights.
Business Recommendations: crafting actionable recommendations for Customer Facing Teams. Influencing key decision makers to make final decisions; Identifies value creation initiatives and connects them with the local strategies and plans.
INNOVATION:
Creates awareness and assists in securing missing relevant data to leaders heading capabilities, including Supply Chain, RTM, Shopper Marketing, Customer Development, and Customer Commercial Finance and Corporate Responsibility
SUPERVISORY RESPONSIBILITIES:
No Direct Reports. However the role will require the individual to operate effectively in a matrix driven organization. Interactions and influencing skills will be as defined below :
Internal:
It is expected to apply the new network approach pursued throughout CEWA in coordination with local teams;
Influencing responsibilities :
Customer teams in FO.
Interact and influence the Franchise and marketing Operations teams
Interact and influence Commercial Teams in Bottler Community (primarily engaging 5 of them).
Will participate in the process of aligning the customer vision with the top 5 Bottling partner’s
Must design and implement required talent development and training of Customer teams.
External:
Interact and influence Customer GM’s
Direct Third Party Agencies and consultants.
However due to the job scope this person should work and communicate effectively and efficiently with
KO Brand teams
KO K&I team
KAMs and customer management teams in the FO
Franchise Operations Teams
Bottler Commercial Team
EAG/Global Account Team
QUALIFICATIONS / COMPENTENCIES / SKILLS:
Leadership Behaviors: Leader of Self
Drive Innovation – Generate new or unique solutions and embrace new ideas that help sustain our business (encompassing everything from continuous improvement to new product and package innovation).
Collaborate with the System, Customers and Key Stakeholders – Develop and leverage relationships with stakeholders to appropriately stretch and impact the System (Company and Bottler).
Act Like an Owner – Deliver results, creating value for our brands, our System, our customers and key stakeholders.
Inspire Others – Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible
Develop Self and Others – Develop self and support others’ development to achieve full potential
Knowledge and Skills:
§ Advancing the Customer Relationship: Ability to facilitate and accelerate the business relationship based upon an intimate understanding of the Customer and our System. Includes the ability to actively listen and engage in conversation with customers to uncover relevant information, resources and solutions.
§ Customer Business Model: Knowledge in how to determine and assess a customer core business model, business priorities, values and preferences (i.e., business culture, business background, key business objectives and priorities, key business challenges & strengths, and how it makes money).
§ Project Management: Establishing courses of action to ensure that work is completed efficiently; identifies more critical and less critical activities and tasks; effectively allocates time to complete work; coordinates others.
§ Building Accountability: Designing and implementing standards of accountability for others in the organization that can be used to focus, guide and set high standards of performance for others in order to achieve business results.
§ Delegating/Following-Up: Ability to accomplish results through individuals and/or a team by delegating work, task, or assignments; establishing effective controls; ensuring that associates have the necessary resources and authority; monitor the results of delegations, assignments, or projects.
§ Process Improvement: Evaluating existing processes and identifying more efficient ways to accomplish goals and meet customer and client requirements; continuously improving the processes through regular assessment and adjustment.
§ Establishing Collaborative Working Relationships : Developing and using collaborative relationships for the purpose of accomplishing work objectives; developing relationships with other individuals by listening, sharing ideas, and appreciating others’ efforts.
Excelling in Ambiguity : Working in an unstructured and changing environment, taking initiative and risks, understanding and acting on the “big picture” and to problem-solving high level customer and Coca-Cola issues.
RELATED EXPERIENCE REQUIREMENTS/ QUALIFICATIONS:
5+ years of successfully demonstrated strategy development, customer development, shopper or customer marketing, financial management, data analytics, and/or project management skills.
Proven thought leadership in the ability to properly blend various kinds of analyses and data sources to craft action-oriented recommendations that drive business growth.
Proven ability to lead people and align resources toward a common goal, leveraging best-in-class approaches and methodologies while fine-tuning them to meet specific customer needs; ability to effectively interact and influence various levels of management across the system.
Proven ability to lead multiple simultaneous projects with challenging goals and objectives; proven ability to redirect resources according to needs
EDUCATIONAL REQUIREMENTS: University Bachelor’s Degree Required
PREFERRED QUALIFICATIONS:
Bottling key accounts experience is a plus
CULTURAL DIVERSITY
Will be exposed and must communicate primarily with English, French and in Portuguese speaking markets
Must be proficient in social and cultural matters of all the countries in CEWA.
Adaptable to interact with all cultures in Sub-Sahara Africa, Europe and USA.
Direct interaction with Bottlers & Customers and their different culture and business backgrounds.
WORKING CONDITIONS
Professional working conditions, with exposure to security risks when travelling in less secure and/or underdeveloped countries
TRAVEL REQUIREMENTS:
>25% of time, is required for travel mostly in CEWA and EAG .
ADDITIONAL INFORMATION
Organizational Chart
This is a critical role within the customer engagement model in CEWA and requires a person with solid System understanding, robust analytical and strategic skills, positive and winning attitude strong attitude, and drive to build a shopper culture in CEWA and ability to work and deliver exceptional results under pressure and complexity.
This position provides the opportunity for development to gain deep knowledge of the drivers for successful integration of key business processes, consumer marketing-customer development-sales & execution-retailers business, required to secure a “win” with customers that enable the Coca-Cola System to access prestigious store locations linked to priority occasions by delivering transformational activation that creates sustainable System value step-up.
The position is newly created and requires a winning and changing attitude and set of skill and knowledge, such as: a clear holistic understanding of how our system works, a proven general management background and the ability to move strategic frameworks and principles into tangible actions and capabilities is indispensable.
The role requires a r manager with proven track record in managing our business and personal credibility with the senior constituencies that interacts and influences.
At The Coca-Cola Company you can cultivate your career in a challenging and dynamic environment. We are the largest manufacturer and distributor of nonalcoholic drinks in the world-selling more than 1 billion drinks a day. Unlock your full potential with a future-focused company that is known and respected throughout the world.

Relocation costs are not provided for this job. By applying for this job, candidates understand and acknowledge that the Company will not provide relocation assistance or support and that relocation will be entirely the responsibility of the candidate.
How to Apply
Submit your CV and Application online : Click Here