Job Description Summary:
Role Purpose
Lead the end-to-end customer strategy for key accounts in Mexico, driving sustainable growth, strengthening strategic partnerships, and ensuring best-in-class execution at the point of sale. This role orchestrates cross-functional teams and bottler alignment to deliver joint value creation with customers.
Key Responsibilities
1. Customer Strategy & Growth
- Define and execute Joint Business Plans (JBPs) with key customers.
- Identify and unlock growth opportunities across volume, value, mix, and profitability.
- Lead Revenue Growth Management (RGM) initiatives including pricing, promo architecture, and portfolio strategy.
- Drive category development across NARTD and beyond, with a strong shopper-centric approach.
2. Strategic Customer Relationships
- Build and maintain senior-level relationships with key customers (e.g., Soriana, Carls Jr, 7-Eleven).
- Lead high-impact commercial negotiations and long-term agreements.
- Position Coca-Cola as a strategic growth partner to customers.
3. Execution Excellence
- Ensure best-in-class in-store execution: availability, visibility, and activation.
- Track and deliver against key KPIs such as SOVI, SOCI, share, and execution compliance. Beverage Incidence.
- Lead commercial activation plans tied to key moments (e.g., seasonal events, global campaigns like FIFA World Cup).
4. One Team Leadership (Company + Bottlers)
- Lead cross-functional collaboration across Commercial, Marketing, Supply Chain, and Finance.
- Ensure strong alignment and flawless execution with bottling partners.
- Establish clear routines, governance, and performance tracking mechanisms.
5. People Leadership
- Build, develop, and inspire high-performing customer teams.
- Foster a culture of accountability, collaboration, and results orientation.
- Coach and develop future leaders within the organization.
Key Qualifications
- Bachelor’s degree required; MBA or equivalent preferred.
- 10+ years of experience in commercial roles (Sales, Key Accounts, Customer Leadership).
- Proven track record managing large, complex customers in modern trade and On Premise Key Accounts.
- Strong negotiation, strategic thinking, and analytical capabilities.
- Experience working in a multi-stakeholder system (Company + Bottlers) is highly preferred.
- Fluent in English and Spanish.
Success Measures
- Delivery of volume, revenue, and profitability targets.
- Strength and quality of Joint Business Plans execution.
- Customer relationship health and partnership effectiveness.
- Execution KPIs (SOVI, SOCI, in-store excellence metrics, Beverage incidence).
- Team engagement and talent development.
Skills:
Location(s):
Mexico
City/Cities:
Mexico
Travel Required:
00% - 25%
Relocation Provided:
No
Job Posting End Date:
May 6, 2026
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.