Senior Director, C&CL - On Prem and Entertainment

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Job Description Summary:

As Senior Director, C&CL – On Premise & Entertainment Customers, you will shape and lead integrated, consumer-centric strategies that elevate Coca-Cola’s presence across premium on-premise venues and entertainment platforms. You will steer sustainable revenue and margin growth, win market share, and drive consumption incidence by bringing the “voice of the customer” into every stage of strategy and execution. As the system’s subject matter expert for this channel, you will influence the highest levels—both internally and externally—to deliver breakthrough results.

Key Responsibilities

Strategic Leadership

• Design and execute long-term, customer-back strategies for On Premise & Entertainment channels to deliver profitable growth.

• Partner with Operating Unit (OU) category leads to develop occasion-centric activation plans and deploy them through integrated, through-the-line campaigns (including experiential marketing).

• Translate consumer, shopper, and customer insights into actionable business plans, ensuring flawless execution at the point of purchase.

• Integrate Revenue Growth Management (RGM 2.0) principles into business planning to optimize assortment, pricing, promotions, and investments.

Customer & Channel Excellence

• Be the primary steward and advocate for On Premise & Entertainment customers, building trusted, value-based relationships with senior stakeholders.

• Own Terms of Trade (TOT) negotiations and oversee key channel metrics, including price tracking, agreement compliance, fill rates, and advanced analytics for category planning.

• Define impactful shopper bundles, promotional mechanics, and activation calendars aligned with customer cycles, briefing marketing for communication and experiential requirements.

• Co-develop business plans with bottlers, aligning brand priorities, SKU innovation, activation strategies, and system execution capabilities.

Business Impact & Governance

• Lead a business portfolio of multimillion UC across multiple customers, driving both top-line growth and profitability.

• Drive clarity on revenue pools, target occasions, shopper segments, and bold OBBPC approaches to secure competitive advantage.

• Champion operational rigor in planning, measurement, and execution to exceed performance targets.

People Leadership

• Lead, mentor, and inspire a team of direct reports across diverse customer groups, fostering a high-performance culture built on collaboration, accountability, and innovation.

• Act as a role model for Coca-Cola’s values and leadership behaviors, developing future talent for the organization.

Scope & Influence

• Geography: OU-level (India and Southwest Asia)

• Stakeholder Network: Senior leadership, bottlers, category leads, marketing, agencies, and external partners

Qualifications & Experience

• 14+ years of progressive leadership experience in customer development, commercial strategy, operational marketing, or related fields.

• Proven success negotiating and influencing large institutional customers and senior stakeholders.

• Strong commercial acumen with the ability to connect consumer insights, shopper behavior, and execution realities into winning strategies.

• Deep understanding of on-premise and entertainment channel dynamics; desirable experience with bottler organizations.

• Exceptional planning, analytical, and collaboration skills with a bias for results and innovation.

Key Competencies

• Strategic agility with a hands-on, execution-oriented mindset.

• Outstanding influencing and negotiation skills.

• Inspirational leadership and talent development capability.

• Excellent internal communication (briefing marketing and cross-functional partners) and external communication (customer engagement, agency management).

• Ability to navigate ambiguity and drive alignment across complex systems.

Skills:

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.