Senior Director, C&CL

As Senior Director, C&CL – On Premise & Entertainment Customers, you will shape and lead integrated, consumer-centric strategies that elevate Coca-Cola's presence across premium on-premise venues and entertainment platforms. You will steer sustainable revenue and margin growth, win market share, and drive consumption incidence by bringing the "voice of the customer" into every stage of strategy and execution. As the system's subject matter expert for this channel, you will influence the highest levels—both internally and externally—to deliver breakthrough results.

Key Responsibilities
Strategic Leadership

• Design and execute long-term, customer-back strategies for On Premise & Entertainment channels to deliver profitable growth.
• Partner with Operating Unit (OU) category leads to develop occasion-centric activation plans and deploy them through integrated, through-the-line campaigns (including experiential marketing).
• Translate consumer, shopper, and customer insights into actionable business plans, ensuring flawless execution at the point of purchase.
• Integrate Revenue Growth Management (RGM 2.0) principles into business planning to optimize assortment, pricing, promotions, and investments.

Customer & Channel Excellence

• Be the primary steward and advocate for On Premise & Entertainment customers, building trusted, value-based relationships with senior stakeholders.
• Own Terms of Trade (TOT) negotiations and oversee key channel metrics, including price tracking, agreement compliance, fill rates, and advanced analytics for category planning.
• Define impactful shopper bundles, promotional mechanics, and activation calendars aligned with customer cycles, briefing marketing for communication and experiential requirements.
• Co-develop business plans with bottlers, aligning brand priorities, SKU innovation, activation strategies, and system execution capabilities.

Business Impact & Governance

• Lead a business portfolio of multimillion UC across multiple customers, driving both top-line growth and profitability.
• Drive clarity on revenue pools, target occasions, shopper segments, and bold OBBPC approaches to secure competitive advantage.
• Champion operational rigor in planning, measurement, and execution to exceed performance targets.

People Leadership

• Lead, mentor, and inspire a team of direct reports across diverse customer groups, fostering a high-performance culture built on collaboration, accountability, and innovation.
• Act as a role model for Coca-Cola's values and leadership behaviors, developing future talent for the organization.

Scope & Influence

• Geography: OU-level (India and Southwest Asia)
• Stakeholder Network: Senior leadership, bottlers, category leads, marketing, agencies, and external partners

Qualifications & Experience

• 14+ years of progressive leadership experience in customer development, commercial strategy, operational marketing, or related fields.
• Proven success negotiating and influencing large institutional customers and senior stakeholders.
• Strong commercial acumen with the ability to connect consumer insights, shopper behavior, and execution realities into winning strategies.
• Deep understanding of on-premise and entertainment channel dynamics; desirable experience with bottler organizations.
• Exceptional planning, analytical, and collaboration skills with a bias for results and innovation.

Key Competencies

• Strategic agility with a hands-on, execution-oriented mindset.
• Outstanding influencing and negotiation skills.
• Inspirational leadership and talent development capability.
• Excellent internal communication (briefing marketing and cross-functional partners) and external communication (customer engagement, agency management).
• Ability to navigate ambiguity and drive alignment across complex systems.

Skills
Leadership; Social Media; Sales Channel Development; Conversion Rate; Key Performance Indicators (KPI); Structured Query Language (SQL); Marketing Campaigns; Digital Advertising; Branding; Media Buying; Demand Generation; Product Commercialization; Marketing Strategies; Channels Strategy; Tableau (Software); Alteryx; Customer Insights; Market Segmentation; Microsoft Office; Google Analytics; Strategy Development; Microsoft Power Business Intelligence (BI); Marketing Insights

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.