Manager, Planning and Performance - Sugar Land

  • Company: Coca-Cola
  • Posted: May 16, 2017
  • Reference ID: 40686
  • Provides thought leadership for account team in shaping direction the Minute Maid Business Unit (MMBU) takes within the marketplace with regard to planning, pricing and trade management:
  • Leads development of comprehensive multi-year & annual business plans for customer team
  • Oversees creation of retail price package promotional plans for all categories within customer
  • Works with Trade Spend Optimization lead to implement the principles of trade spend optimization within customer plan
  • Stewardship of performance management routine for account leadership team
  • Provides perspective on pricing & promotional ideas for gap closure vs plan
  • Partners with Sales Leadership & Finance on determining incremental trade investments and pricing exception requests for account base
  • Provides input to Finance Forecast team on mid to long range implications, Checkbook deployment, and guidance on key promotional events
  • Franchise Leadership role in gaining alignment for price/package/promotion plans

Lead Customer Annual Planning Process:

  • Stewardship of population of planning models - work with account managers to ensure that account plans meet overall category goals (volume, net revenue, and gross profit) and are consistent with price architecture guardrails
  • Connection point with Business Planning COE on inputs & direction for development of Customer Plan
  • Linkage with Trade Spend Optimization -- Ensure that CCF spend requirements are met and that event optimization guidance is reflected with TPM plans
  • Partner with Sales leadership on all multi-year / strategic customer planning - inclusive of non-price value added initiatives

Pricing & Trade Spend Stewardship:

  • Evaluation of all price exception requests from within account base - accountable for conducting standardized COE directed analysis upon each event and determining business impact vs plan for customer & implications within broader marketplace
  • Partner with finance & sales leadership on determining incremental trade investment decisions that are within proper $ allotment and within pricing guardrails
  • Partner with finance on submission of any exception requests that exceed trade $ budget OR violate pricing guardrails - accountable for representing customer teams business rationale during approval process

Stewardship of Customer Performance Management Routine:

  • Develop and steward all management routine requirements for account leadership team -- Inclusive of interpretation of weekly standard reports, development of monthly stewardship sessions and quarterly / trimester business reviews. Scope of responsibility includes all relevant internal & syndicated marketplace data systems - Sales reporting (volume, net revenue, pricing, gross profit), Nielsen, Ad view, customer specific systems (e.g. EYC, 84'51", Dunnhumby)
  • Responsible for conducting all gap vs plan analysis against volume, pricing, net revenue & gross profit opportunities
  • Provides perspective on pricing & promotional ideas for closing gap vs plan - develops fact based evaluation of business impact for contingencies & gap solves
  • Provides account leadership team perspective and analysis on competitive activity & position within account
  • Coordination of all management routines & reporting needs with Business Planning & Performance Management COE

    Provide Guidance on Customer Forecast

  • Provides perspective and analysis to account managers on key holiday activities or special promotional events to better inform near term forecast (within 13 wk horizon)
  • Provides finance an objective and fact based perspective on mid to long range (beyond 13 wk horizon) business trends (inclusive of gap solves & new item launches) and implications on forecast guidance
  • Partners with Finance on evaluation of accounts' full year checkbook balance - ensuring accuracy in capturing events spend levels; provides perspective back to sales leadership team on most effective means of deploying $'s to maximize performance vs category goals

Minimum Required: Bachelor's degree
Preferred Level: MBA or other graduate degree

Minimum Required: 3- 5 years experience, preferably in the consumer goods/beverages industry
Preferred Level: 8 -10 years' experience, preferably in the consumer goods/beverages industry

Minimum Required:

  • Experience in developing business plans / business cases; strategic thinking (forward-looking vision and anticipating of future needs)
  • Experience and comfort working directly with Customers
  • Experienced in developing Pricing & Promotion structures
  • Experience and comfort working directly with senior leaders; aligning senior execs w/ differing perspectives
  • Collaborating with customer teams and other key internal/external stakeholders; effective in influencing wide variety of stakeholders
  • Effectively communicates & builds relationships at all organizational levels

Preferred Level:

  • Large Regional Customer/TBT Planning
  • Customer/Sales management experience
  • Region/BU Planning experience

Minimum Required:
  • Strong analytical skills - ability to draw insights and actions from data; ability to develop volumetric & financial models that can accommodate multiple inputs from diverse data sources and be used for scenario planning
  • Extensive experience with price/package/promotion plan development & analytics
  • Ability to lead complex analytical exercises/projects and which lead to actionable direction within the marketplace
  • Ability to create compelling presentations, and deliver insights to Senior Level cross-functional team members
  • Working knowledge of key data systems: planning tools, syndicated marketplace information & data (e.g., Nielsen); forecasting systems; internal financial & sales reporting; internal performance management & execution metrics

Preferred Level:
  • Experience developing and managing trade management programs
  • Deep knowledge & experience base with core Coca-Cola data systems: planning tools, syndicated marketplace information & data (e.g., Nielsen); forecasting systems; internal financial & sales reporting; internal performance management & execution metrics

Leadership Behaviors:
  • DRIVE INNOVATION: Generate new or unique solutions and embrace new ideas that help sustain our business
  • COLLABORATE WITH SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders to appropriately stretch and impact the System (Company and Bottler)
  • ACT LIKE AN OWNER: Deliver results, creating value for our brands, our System, our customers and key stakeholders
  • INSPIRE OTHERS: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible
  • DEVELOP SELF AND OTHERS: Develop self and support others' development to achieve full potential


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.

The Coca-Cola Company is the world's largest beverage company, refreshing consumers with more than 500 sparkling and still brands and more than 3,800 beverage choices. Led by Coca-Cola, one of the world's most valuable and recognizable brands, our Company portfolio features 20 billion-dollar brands, many of which are available in reduced-, low- or no-calorie options. Our billion-dollar brands include Diet Coke, Coca-Cola Zero, Fanta, Sprite, vitaminwater and Powerade. Through the world's largest beverage distribution system, we are the No. 1 provider of both sparkling and still beverages. More than 1.9 billion servings of our beverages are enjoyed by consumers in more than 200 countries each day. With an enduring commitment to building sustainable communities, our Company is focused on initiatives that reduce our environmental footprint, create a safe, inclusive work environment for our associates, and enhance the economic development of the communities where we operate. For more information, visit Coca-Cola Journey at Coca-Cola Beverages (Shanghai) Ltd. an indirect wholly owned subsidiary of The Coca-Cola Company, provides marketing and technical/quality services to The Coca-Cola Company in China.

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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