Director, Customer Management (TEG) Reports to Senior Director, Customer Development Role Purpose Lead execution of profitable, sustainable growth in the Top End Grocer (Modern Trade) channel by translating strategy into disciplined customer, category, and in‑store execution. The role owns joint business planning, integrated execution, and performance management across key Modern Trade customers, ensuring one plan, one cadence, and one scorecard across the franchise system. Key Accountabilities (Execution Focus) Own Joint Business Plans (JBPs) with Top End Grocer customers, locking clear volume, value, mix, promo, and service level commitments. Translate channel, category, and OBPPC/RGM strategies into executable customer plans, pack‑price ladders, and promo calendars. Drive integrated execution in‑store through Picture of Success standards, activation toolkits, and rigorous compliance tracking. Lead performance management through a single Modern Trade dashboard covering volume, value, mix, promo ROI, availability, and service. Partner with bottlers to ensure demand planning accuracy, service level delivery, and speed of recovery where execution gaps exist. Represent the Top End Grocer channel in Monthly Business Reviews and cross‑functional governance forums. Coach and develop Franchise and market teams on Modern Trade execution excellence and data‑driven selling. Success Measures Achievement of ABP volume, value, NSR/UC, and margin targets in Modern Trade. Improved promo ROI and mix shift toward priority packs and brands. On‑Shelf Availability, OTIF, and Picture of Success compliance above targets. JBPs delivered on time with actions closed within agreed SLAs. Experience & Capabilities 10-12+ years leadership experience in FMCG Customer Management / Key Accounts with strong Modern Trade exposure. Proven execution leadership across category, RGM, shopper, and in‑store activation. Experience leading in complex Franchise/Bottler systems and multi‑market environments. Strong commercial judgment, execution discipline, and data‑driven storytelling capability. System Leadership: Influences across bottlers and functions to unblock execution. Change Leadership & Communication: Clear, timely updates; crisp governance; drives adoption of ways of working. 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) Location(s): South Africa City/Cities: Johannesburg Travel Required: 00% - 25% Relocation Provided: No Job Posting End Date: May 4, 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. Annual Incentive Reference Value Percentage:30 Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.