Senior Director, Customer Solutions & Value Creation

As a key driver of international customer growth, this role is accountable for shaping and executing a cohesive customer strategy that maximizes long-term value creation across priority markets.

Work That Matters The Most

Key Responsibilities

• Strategic Customer Segmentation & Prioritization: Leverage a deep understanding of customer business models, commercial priorities, and financial levers to segment and prioritize key strategic accounts. Define customer archetypes and investment strategies accordingly.
• Joint Value Creation & Investment Strategy: Lead the development of customer-specific investment frameworks, guiding resource allocation and commercial trade-offs to unlock mutual growth. Facilitate strategic dialogue with internal and external stakeholders to drive commitment and alignment.
• Global Partnership Leadership: Develop and manage high-impact strategic partnerships with international retail and foodservice customers. Align joint business plans with global brand strategies and commercial objectives to deliver shared value.
• Annual Planning & Negotiation Leadership: Orchestrate annual commercial negotiations and planning processes across internal teams, bottling partners, and franchise units, ensuring aligned ambitions, consistent narratives, and value-driven outcomes.
• Regional Customer Stewardship: Serve as the principal commercial interface for key regional customers, ensuring strategic consistency, flawless execution, and best-in-class customer experience across geographies.
• C-Suite Engagement: Initiate and lead executive-level Top-to-Top engagements to align on multi-year priorities, resolve strategic challenges, and strengthen long-term partnership health.
• Insight-Led Execution Planning: Translate global strategies into actionable customer execution plans, grounded in data-driven insights, market dynamics, and shopper behavior. Drive differentiation and performance at the point of sale.
• Cross-Functional & System Alignment: Collaborate across marketing, revenue growth, commercial, and eCommerce teams—as well as bottling partners—to deliver integrated customer solutions and omnichannel excellence.
• White Space Expansion: Identify and capitalize on whitespace opportunities to expand customer footprint both horizontally (new categories, geographies) and vertically (increased penetration and innovation scaling).
• Customer Selling Stories & Playbooks: Craft compelling, insight-based customer narratives and commercial playbooks to support strategic initiatives, capability development, and local market activation.
• Performance Management: Monitor and manage customer performance across markets; proactively identify growth levers, mitigate risks, and drive accountability against commercial KPIs.
• Customer Advocacy & Innovation: Act as the internal champion for international customers, influencing innovation pipelines, service model enhancements, and continuous improvement initiatives that reinforce satisfaction and loyalty.
• Senior Stakeholder Engagement: Build and sustain strong senior relationships across customer organizations, system partners, and internal stakeholders to influence strategic direction and unlock new growth vectors.
  
  

Output KPIs

• Lead annual negotiations and joint business planning with regional key customers
• Act as the main commercial contact across markets and functions, lead top-to-top engagements to align on strategic priorities with senior customers stakeholders
• define and prioritize international customer segments and investments strategy
• derive customer performance, satisfaction and strategic relationship growth
• translate global strategies into tailored customer execution plans
  
  

Experience

• Proven experience in a senior leadership role on sales/customer management role
• Proven ability to drive system influence and implementation of strategies & plans.
• Effective communication and influencing skills, with the ability to smoothly collaborate with multitude of system stakeholders.
• Strong networking & matrix management skills
• This role requires understanding of Coca-Cola company and/or bottling partners RTM and sales operations and system economics.
  
  

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.