Location(s):

Thailand

City/Cities:

Travel Required:

00% - 25%

Relocation Provided:

Yes

Job Posting End Date:

February 20, 2026

Shift:

Job Description Summary:

Reports to: Vice President, Franchise Growth – Thailand (Bangkok, Thailand based)

Location: Bangkok, Thailand

Position Overview

The Customer Development Lead for the Super/Hyper channel is responsible for driving profitable volume, revenue, and market share growth across key modern trade National customers including Lotus, Big C, Tops, and CJ, spanning multiple formats. This individual contributor role leads category captaincy, shapes joint growth agendas with customers, and translates long-range strategy into integrated annual consumer, shopper, commercial execution end to end plans along with the bottlers.

This role is critical in ensuring superior execution, disciplined RGM, and consistent delivery of KO’s growth ambition – volume, revenue, profitable share growth in Thailand’s modern trade landscape.

Key Responsibilities

Customer & Category Leadership

• Own end-to-end performance of the Super/Hyper channel, with accountability for volume, revenue, share, and profitability.
• Lead category captaincy with key retailers (Lotus, Big C, Tops, CJ), shaping category vision, growth strategies, and shelf execution across formats.
• Build strong senior-level customer relationships and position KO as a trusted strategic partner, not just a supplier.

Strategy, Planning & Execution

• Develop long-range (3–5 year) and annual joint business plans (JBP) with customers, aligned to channel, category, and company growth priorities.
• Translate strategy into integrated annual marketing and commercial calendars, ensuring flawless execution across promotions, activations, innovations, and in-store programs.
• Drive execution excellence at store level through clear priorities, strong coordination with bottlers, and disciplined follow-through.

Revenue Growth Management (RGM)

• Lead RGM agenda for the channel, ensuring the right pack–price–promotion architecture by customer and format.
• Own promotion analytics, including frequency, depth, ROI, and post-event evaluation to maximize value creation.
• Conduct competitive benchmarking on pricing, promotions, assortment, and shelf execution to inform strategy and decisions.
• Drive margin-accretive growth while protecting competitiveness and shopper relevance.

Cross-Functional Leadership

• Partner closely with Marketing, RGM, Finance, Supply Chain, Bottlers, and System Partners to ensure alignment from planning to execution.
• Act as the integrator across functions, reducing handoffs and enabling faster, better decisions.

Performance Management & Capability Building

• Track and manage performance through clear KPIs, dashboards, and routines, using insights to course-correct and optimize plans.
• Embed best practices in customer development, category management, and execution to continuously raise the bar.
• Build capability within the team and broader system to deliver consistent, scalable results.

Success Measures

• Delivery of volume, revenue, share, and profitability targets for the Super/Hyper channel
• Strength and impact of category captaincy with key retailers
• Quality and execution of JBPs and integrated annual plans
• Effectiveness of RGM levers (promo ROI, price realization, pack mix)
• In-store execution quality and customer satisfaction

Experience 

• At least 8 years of leadership experience in customer leadership, Commercial planning and execution with strong skills in Commercial- and customer Strategy, RGM, Segmentation and Portfolio strategy 
• Proven Strategic and Analytical Skills as well as outstanding influencing skills. 
• Ability to think from planning to execution and solid system financial understanding.  
• Desirable to have bottler experience.  

Work Focus 

• STRATEGY DEVELOPMENT:  Develop customer strategy to deliver Thailand priorities and topline volume, revenue targets. Build a system engagement approach with key customers, securing alignment on contact strategy, aligning stakeholder connects with system leadership. 
• CUSTOMER COLLABORATION: Create joint business plan with customers to be the preferred partner for the customer and drive KO growth agenda.
• NEGOTIATION & INFLUENCING: Negotiation for new launches, space allocation along with the bottlers and customers. Prepare business cases (growth opportunities) /scenario plans (value extraction mitigation) to facilitate effective decision making.  
• INFLUENCING THE SYSTEM: Prepare strategy and negotiation direction for the system.
• FINANCIAL MANAGEMENT: Volume, NSR, Transaction, System profit, NARTD share growth.

About Coca‑Cola ASEAN & South Pacific

The Coca‑Cola Company (NYSE: KO) is a total beverage company with products sold in more than 200 countries and territories. Our company’s purpose is to refresh the world and make a difference. The Coca‑Cola ASEAN and South Pacific (ASP) operating unit serves 25 countries across Southeast Asia, Australia, New Zealand and the Pacific Islands. Our portfolio of sparkling soft drink brands in ASP includes Coca-Cola, Sprite and Fanta. We also offer a variety of water, sports, juice, dairy, and tea brands including Dasani, Mount Franklin, Wilkins, AdeS, smartwater, vitaminwater, Powerade, Fuze Tea, Minute Maid and Nutriboost. We’re constantly innovating and transforming our portfolio, from reducing sugar in our drinks to bringing new and exciting products to market. We seek to positively impact people’s lives, communities and the planet through water replenishment, packaging recycling, sustainable sourcing practices and emissions reductions across our value chain. Together with our bottling partners, we help bring economic opportunity to local communities across the region. Learn more at www.coca-colacompany.com and follow us on Twitter, Instagram, Facebook and LinkedIn.

The Coca-Cola Company: Refresh the World. Make a Difference

We are here to refresh the world and make a difference. Learn more about The Coca-Cola Company, our brands and our purpose.

Skills:

Alteryx, Branding, Channels Strategy, Conversion Rate, Customer Insights, Demand Generation, Digital Advertising, Google Analytics, Key Performance Indicators (KPI), Leadership, Marketing Campaigns, Marketing Insights, Marketing Strategies, Market Segmentation, Media Buying, Microsoft Office, Microsoft Power Business Intelligence (BI), Product Commercialization, Sales Channel Development, Social Media, Strategy Development, Structured Query Language (SQL), Tableau (Software)

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.