Commercial Planning Manager

ABOUT YOUR NEW JOB

Lead strategic and operational planning for the Sales function, ensuring alignment between commercial objectives and execution. This role co-creates the Annual Business Plan (ABP) and Rolling Estimates (RE), builds sales trends with Sales teams, and communicates commitments to Demand Planning for accurate forecasting. Responsible for achieving BP by channel and year-end, acting as the main point of contact for Supply Chain, RGM, and Marketing on all sales numbers and volume analysis. The role also governs commission and incentive frameworks, ensuring >95% commission eligibility, tracking zero-commission employees, and supporting P&C and Sales in P4G evaluations through YTD KPI achievement reporting. Additionally, manages the Sales Incentive Lead to design KPIs, oversee budgets, calculate ROI, and ensure dashboard readiness for transparency and motivation.

Dimensions

Span of Control: 6 direct reports (3 Sales Operations Senior Specialists, 2 Sales Commission Senior Specialists, 1 Sales Incentive & Performance Lead).

Budget Responsibility: Oversight of incentive and commission budgets, ensuring compliance and optimization.

Business Impact: Directly influences BP achievement by channel, sales performance, and employee engagement.

Complexity: Multi-channel planning, ABP, RE, forecasting alignment, incentive governance, and cross-functional coordination.

ABOUT YOUR NEW JOB RESPONSIBILITIES

Strategic Planning & Forecast Alignment

• Co-create ABP and Rolling Estimates with Sales and Demand Planning teams.
• Build sales trends and communicate commitments to Demand Planning for accurate forecasting.
• Ensure BP achievement by channel through proactive monitoring and corrective actions.
• Govern quota allocation and ensure alignment with commercial priorities.

Performance Management & Analytics

• Track and analyze sales performance against targets and BP commitments.
• Provide actionable insights and dashboards for leadership and cross-functional teams.
• Act as the focal point for SC, RGM, and Marketing for all sales numbers and volume analysis.

Incentive & Commission Governance

• Ensure >95% of employees are commission-eligible and track zero-commission employees monthly.
• Support P&C and Sales in P4G evaluations by providing YTD KPI achievement reports.
• Oversee commission payout validation and compliance with governance standards.
• Sales Incentive Leadership
• Manage Sales Incentive Lead responsible for KPI design, budget management, and ROI calculation.
• Ensure readiness of dashboards for employee visibility of achievements.
• Drive continuous improvement in incentive mechanics to enhance motivation and retention.

Digital Enablement & Reporting

• Oversee design and maintenance of Power BI dashboards and performance scorecards.
• Implement automation and advanced analytics for forecasting and performance tracking.

Team Leadership

• Manage and develop a team of specialists, ensuring capability building and succession planning.
• Foster a culture of continuous improvement and high performance.

Cross-Functional Collaboration

• Collaborate with Demand Planning, Supply Chain, Finance, RGM, Marketing, and P&C to ensure execution feasibility.
• Act as a key liaison for strategic forums and decision-making processes.

ARE THESE YOUR SECERET INGRIDENTS

• Bachelor’s degree in business, Economics, or related field; MBA preferred.
• 10+ years of experience in sales operations, commercial planning, or demand management.
• Proven leadership in cross-functional environments and strategic planning.
• Advanced proficiency in Power BI, Excel, and planning systems.
• Strong analytical, problem-solving, and stakeholder management skills.

Competencies

• Strategic Thinking & Planning
• Leadership & Influence
• Commercial Acumen & Market Insight
• Digital Fluency & Process Optimization
• Performance Management & Incentive Governance
• Cross-Functional Collaboration
• Employee Engagement & Retention Focus

Decision-Making Authority

• High autonomy in defining commercial planning strategies, incentive governance, and operational priorities. Accountable for BP achievement by channel, forecasting alignment, and incentive budget compliance.
• Internal & External Relationships
• Internal: Sales, Demand Planning, Supply Chain, Finance, RGM, Marketing, P&C, KO.

HOW WE WILL SUPPORT YOU

• You’ll have a buddy who will introduce you to the business, your daily routines during your onboarding period.
• International career opportunities: As a large and expanding company, we offer unique opportunities for role changes and enriching experiences and capabilities, including cross-functional transitions and international assignments.
• 4 unique core values: Customer first, We over I, Make it simple and Deliver sustainably form the foundation of a robust culture that enables continuous and sustainable growth.
• Competitive remuneration and social package

ABOUT YOUR NEW TEAM

We are Coca-Cola Hellenic, a growth-focused consumer goods business and strategic bottling partner of the Coca-Cola Company. We bottle, distribute and sell an unrivalled range of products in 29 markets in Europe, Africa and Eurasia. As we do, we create value for all stakeholders, support socio-economic growth and build a more positive environmental impact.

We bring together more than 30,000 people from over 70 nationalities, coming from five continents. The diversity of our markets, from mature to emerging economies, provides a wide range of attractive opportunities for growth.

We nurture our talents. We give opportunities to people across all functions and levels, as well as different geographies, backgrounds and education. We are willing to take a risk on the people we believe in, even if they don’t have the perfect experience. We have faith in what every person can be.

And although we have so much to be proud of, we always stay humble. We believe the real magic happens – for us and for you – when we OPEN UP."

At Coca-Cola HBC, we are an inclusive employer that thrives on diversity. This means our environment provides equal opportunities for all, regardless of race, color, religion, age, disability, sexual orientation, or gender identity. Join us in nurturing a culture where everyone belongs and contributes to our collective success.