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.