Franchise Manager (Philadelphia/New Jersey)
Philadelphia , Pennsylvania
October 30, 2016
Franchise Leadership is the capability of The Coca-Cola Company (TCCC) to lead in creating and sustaining a winning system, focused on developing and executing the strategies required for system growth. The Franchise Leadership team's purpose is to energize Bottlers to collaboratively deliver the "Definition of Winning" with robust execution capability. The team does this through leading bottlers to build competitive advantages that drive sales, share and quality.
The Franchise Manager serves as the primary point of contact representing the total portfolio to the CCR Operating Units. The Franchise Manager provides geographic leadership of the beverage brands of The Coca-Cola Company with primary accountability of growing revenue, gross profit, transactions, incidence and value share through:
  1. Business Plan Stewardship
  2. Commercial/Customer Alignment
  3. Channel Strategy and Execution
  4. Relationship and Contractual Management
  5. Capability Building
  6. Franchise Transition Planning

Business Plan Stewardship:
  • Weekly/monthly performance management stewardship; revenue, gross profit, transactions, incidence, value share, net outlets, COD, RED and pricing metrics.
  • Monitors performance versus execution objectives, re-plans as necessary and provides solutions to deliver against the plan.
  • Stewards commercial strategy for local market execution with CCR and dedicated Commercial team (i.e., SSD IC recruitment strategy)
  • Responsible for collaborating on the contingency plan to deliver ABP
Commercial/Customer Alignment:
  • Drives alignment supporting annual Commercial priorities
  • Ensure PicOS is executed across Channels
  • Drives adoption of new brands, packages, in line with market segmentation and brand strategies
  • Communicates program details and ensures end to end execution within geographic territory
  • Stewards solutions for performance opportunities and gaps.
Channel Strategy and Execution:
  • Stewards trimester planning process with commercial and channel management by communicating plans and programs for market and customer execution.
  • Communicates OBPPC and PicOS for channel and customer implementation and RED
  • Provides Bottler performance feedback to CCR Commercial Strategies "serving as voice of the market" for CCR.
  • Monitors market conditions and reports competitive activity to management, Bottler and local associates in order to understand program effectiveness and any implementation barriers.
Relationship and Contractual Management:
  • Manages aspects of Bottler relationships with CCNA and serves as primary point of contact.
  • Develops commercial agreements in support of new brand/package initiatives.
  • Supports Alternate Route to Market (ARTM) process
  • Gains agreement to Customer Trade Marketing (CTM), GTM and DMI (e.g. media, etc.) and other commercial investments and relevant initiatives
  • Maintains business continuity
Capability Building:
  • Standardizes common approach to capability building based on bottler segmentation
  • Assesses local Bottler commercial capabilities against established commercial strategies and objectives using the core measures within the Global Commercial Leadership Diagnostic Analysis Model; identifies gaps and develops action plans to improve capabilities
  • Coordinates training/development enables more effective processes, scorecards and business routines to achieve the annual business plan.
Franchise Transition Planning:
  • Partner with the bottler transition team (who is responsible for transitioning the CCR business to the new bottler) to integrate the franchise relationship/operation elements into the comprehensive transition plan
  • Ensure execution of the franchise operations elements of the transition plan


EDUCATION: Minimum Required: Bachelor's Degree
Preferred Level: MBA

EXPERIENCE: Minimum Required: Minimum 5 - 10 years Coca-Cola system/direct Bottler experience

  • Annual Business Planning
  • Managing Customer / Bottler Relationships
  • Franchise Capabilities:
    • System Alignment
    • Collaborating for Value
    • Shared Metrics
  • Commercial Capabilities:
  • Picture of Success (PicOS)
  • Performance Scorecard

General Skill, Knowledge and Abilities
• Understanding of franchise relations aspects of Coca-Cola North America system
• Direct accountability for franchise leadership with a Bottler
• Cross functional working knowledge (customer, commercial, product supply, customer care, sales operations, marketing, media, etc.)
• Understanding of bottler operations
• Complex project management capability
• Managing Customer / Bottler Relationships - manage to a "fact based" business partnership and develop personal connections
• Influence/Motivate Key Stakeholders - Influence and motivate key stakeholders (e.g., Bottlers) to implement the CCNA strategies by clearly demonstrating the value and linkage to their business plan goals and objectives.
• Value Chain - Experience and understanding of running the full value chain and system economics (company, bottler, retailer, supplier)
• Pricing - how it impacts volume, revenue, margin, market coherency
• System Economics - Full understanding of system and bottler economics including P&L - Using financial / economic analysis to influence bottler actions
• Annual Business Planning - ability to build plan including operations, commercial and retail / brand / package / package / price / occasion; ability to steward the plan and flexible enough to build, execute contingencies
• Franchise Leadership capabilities - including system alignment, Collaborating for Value and shared metrics
• Commercial Capabilities - including Picture of Success (PicOS), segmentation and performance score carding

Honesty and integrity have always been cornerstone values of The Coca-Cola Company. Our passion for people of integrity mirrors our spirited drive for total quality in our brands. These and other elements allow the company to sustain strategic practices and drive business performance. The Personnel Integrity Assurance Program is another step toward making The Coca-Cola Company the premier workplace. This process includes a pre-employment background investigation that applies to all applicants employees and contractors of the company. The scope of this inquiry may cover such elements as education employment history a criminal history check reference checks and a pre-employment drug screen. Designated countries or sensitive positions within the company may have more stringent standards.

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.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
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