Reports to: VP Franchise Operations, Base & Balanced Markets
Location: Ho Chi Minh City, Vietnam
Position Overview
The Customer Development Lead for the Channel is responsible for driving
profitable volume, revenue, and market share growth across key customers spanning multiple formats. This individual contributor role leads
category captaincy, shapes joint growth agendas with customers, and translates long-range strategy into
integrated annual consumer, shopper, commercial execution end to end plans along with the bottlers.
This role is critical in ensuring
superior execution, disciplined
RGM, and
consistent delivery of KO's growth ambition volume, revenue, profitable share growth in region.
Key Responsibilities
Customer & Category Leadership
- Own end-to-end performance of the Super/Hyper channel, with accountability for volume, revenue, share, and profitability.
- Lead category captaincy with key retailers, shaping category vision, growth strategies, and shelf execution across formats.
- Build strong senior-level customer relationships and position KO as a trusted strategic partner, not just a supplier.
Strategy, Planning & Execution
- Develop long-range (35 year) and annual joint business plans (JBP) with customers, aligned to channel, category, and company growth priorities.
- Translate strategy into integrated annual marketing and commercial calendars, ensuring flawless execution across promotions, activations, innovations, and in-store programs.
- Drive execution excellence at store level through clear priorities, strong coordination with bottlers, and disciplined follow-through.
Revenue Growth Management (RGM)
- Lead RGM agenda for the channel, ensuring the right packpricepromotion architecture by customer and format.
- Own promotion analytics, including frequency, depth, ROI, and post-event evaluation to maximize value creation.
- Conduct competitive benchmarking on pricing, promotions, assortment, and shelf execution to inform strategy and decisions.
- Drive margin-accretive growth while protecting competitiveness and shopper relevance.
Cross-Functional Leadership
- Partner closely with Marketing, RGM, Finance, Supply Chain, Bottlers, and System Partners to ensure alignment from planning to execution.
- Act as the integrator across functions, reducing handoffs and enabling faster, better decisions.
Performance Management & Capability Building
- Track and manage performance through clear KPIs, dashboards, and routines, using insights to course-correct and optimize plans.
- Embed best practices in customer development, category management, and execution to continuously raise the bar.
- Build capability within the team and broader system to deliver consistent, scalable results.
Success Measures
- Delivery of volume, revenue, share, and profitability targets for the channel
- Strength and impact of category captaincy with key retailers
- Quality and execution of JBPs and integrated annual plans
- Effectiveness of RGM levers (promo ROI, price realization, pack mix)
- In-store execution quality and customer satisfaction
Experience
- At least 8 years of leadership experience incustomerleadership,Commercialplanningand execution with strong skills inCommercial- andcustomerStrategy,RGM, SegmentationandPortfoliostrategy
- Proven StrategicandAnalytical Skillsas well as outstanding influencing skills.
- Ability to think from planning to execution and solid systemfinancial understanding.
- Desirable to havebottlerexperience.
Work Focus
- STRATEGY DEVELOPMENT: Developcustomer strategyto deliver Thailand priorities and topline volume, revenue targets. Buildasystem engagement approach withkeycustomers, securing alignment on contact strategy, aligning stakeholderconnectswithsystem leadership.
- CUSTOMER COLLABORATION: Createjoint business plan with customers to be the preferred partner for the customer and drive KO growth agenda.
- NEGOTIATION & INFLUENCING: Negotiation for new launches, space allocation along with the bottlers and customers. Prepare business cases (growth opportunities) /scenario plans (value extraction mitigation) tofacilitateeffective decision making.
- INFLUENCING THE SYSTEM: Preparestrategy and negotiation direction forthe system.
- FINANCIAL MANAGEMENT: Volume,NSR, Transaction,System profit,NARTD sharegrowth.
About CocaCola ASEAN & South Pacific
The CocaCola Company (NYSE: KO) is a total beverage company with products sold in more than 200 countries and territories. Our company's purpose is to refresh the world and make a difference. The CocaCola ASEAN and South Pacific (ASP) operating unit serves 25 countries across Southeast Asia, Australia, New Zealand and the Pacific Islands. Our portfolio of sparkling soft drink brands in ASP includes Coca-Cola, Sprite and Fanta. We also offer a variety of water, sports, juice, dairy, and tea brands including Dasani, Mount Franklin, Wilkins, AdeS, smartwater, vitaminwater, Powerade, Fuze Tea, Minute Maid and Nutriboost. We're constantly innovating and transforming our portfolio, from reducing sugar in our drinks to bringing new and exciting products to market. We seek to positively impact people's lives, communities and the planet through water replenishment, packaging recycling, sustainable sourcing practices and emissions reductions across our value chain. Together with our bottling partners, we help bring economic opportunity to local communities across the region. Learn more at www.coca-colacompany.com and follow us on Twitter, Instagram, Facebook and LinkedIn.
The Coca-Cola Company: Refresh the World. Make a Difference
We are here to refresh the world and make a difference. Learn more about The Coca-Cola Company, our brands and our purpose.
Skills
Leadership; Social Media; Sales Channel Development; Conversion Rate; Marketing Campaigns; Structured Query Language (SQL); Key Performance Indicators (KPI); Digital Advertising; Branding; Demand Generation; Media Buying; Product Commercialization; Channels Strategy; Marketing Strategies; Tableau (Software); Market Segmentation; Customer Insights; Alteryx; 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.
