Manager, Customer Development - eGrocers (eB2C)

Job Description Summary:

Focus, Scope & Impact

• The role is responsible for driving the sustainable growth of The Coca-Cola Company's business across leading eCommerce and Quick Commerce customers, including Zepto, BigBasket, BB Daily and other emerging digital commerce platforms.
• The incumbent will lead the development and execution of integrated short-, mid- and long-term customer strategies that accelerate revenue, profit and market share growth by driving shopper conversion, basket incidence and category expansion.
• This role owns strategic customer partnerships, building long-term, value-based relationships with key stakeholders to unlock joint growth opportunities and deliver best-in-class commercial outcomes.
• Acting as the voice of the customer within the Coca-Cola System, the role brings customer, shopper and channel insights into portfolio, category and commercial planning to ensure programs are relevant, differentiated and flawlessly executed at the point of purchase.
• Working closely with OU Category, Marketing, Revenue Growth Management (RGM), Customer Operations and Bottling partners, the role develops integrated occasion-led activation plans that combine portfolio, pricing, promotions and experiential marketing to maximize shopper impact.
• The role serves as the System expert for the eCommerce and Quick Commerce channel, providing leadership on consumer trends, shopper behaviour, customer priorities and execution capabilities to shape channel strategy and drive competitive advantag,

Key Deliverables

• Develop and execute customer-specific long-range, annual and quarterly business plans that deliver sustainable revenue, profitability and share growth.

• Lead Joint Business Planning (JBP) and Total Trade Investment (TTI/TOT) negotiations to maximize customer value and commercial returns.

• Develop customer-relevant portfolio, category and occasion strategies that drive basket incidence, shopper conversion and premiumization.

• Design integrated activation calendars aligned to customer events, seasonal moments and key consumption occasions while partnering with Marketing to deliver impactful path-to-purchase and experiential activations.

• Drive Revenue Growth Management (RGM 2.0) initiatives through assortment optimization, SKU productivity, pricing architecture, promotional mechanics, innovation and commercial investment strategies.

• Own customer performance management through robust analytics, including price tracking, agreement compliance, fill rates, assortment performance, promotional effectiveness and customer scorecards.

• Leverage advanced analytics and customer insights to strengthen category planning, improve commercial negotiations and identify incremental growth opportunities.

• Define shopper-relevant category bundles, pack-price architectures and activation mechanics tailored to customer priorities and channel dynamics.

• Co-develop and align channel development plans with Bottling partners, ensuring alignment on portfolio priorities, activation plans, execution excellence and operational readiness.

• Partner closely with Supply Chain, Customer Operations and Operational Planning teams to ensure seamless product availability and service execution across customers.

• Build trusted relationships with senior customer stakeholders while representing the Coca-Cola System through collaborative, value-creating partnerships.

Qualifications & Experience

• 6+ years of experience in Customer Management, Key Account Management, Commercial, Category Management, Revenue Growth Management or Operational Marketing organisation.

• Prior experience managing eCommerce and/or Quick Commerce customers is strongly preferred.

• Demonstrated experience in customer negotiations, joint business planning and commercial execution.

• Strong commercial acumen with the ability to translate strategy into execution and measurable business outcomes.

• Strong analytical capability with experience leveraging data to influence customer strategy and commercial decisions.

• Excellent planning, collaboration, communication and stakeholder management skills.

• Strong understanding of consumer, shopper and customer dynamics across modern trade and digital commerce.

• Ability to influence across cross-functional teams and manage complexity in a matrix organization.

Communication Focus

The role requires extensive collaboration across internal and external stakeholders to deliver integrated commercial plans and execution excellence.

Internal Communication

• Partner with Marketing, Category, Revenue Growth Management, Customer Operations, Supply Chain and Bottling partners to develop integrated customer strategies and path-to-purchase activations.

• Provide strategic direction on communication requirements for customer-specific campaigns, occasion-based activations and in-store execution.

External Communication

• Build and manage strategic relationships with customer leadership teams, agencies and Coca-Cola Bottling partners.

• Lead commercial negotiations, business reviews and joint planning sessions to drive mutual growth and long-term partnerships.

Strong influencing, negotiation and stakeholder management capabilities are critical to align multiple partners, secure investments and successfully execute strategic business priorities.

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Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors - curious, empowered, inclusive and agile - and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.