Who We Are
The Coca-Cola Company (TCCC) is the world's largest beverage company, refreshing consumers worldwide for over 135 years. Our unrivaled portfolio includes more than 500 sparkling and still brands and more than 3,800 beverage choices, with iconic brands such as Coca-Cola, Sprite, Minute Maid, Schweppes, FuzeTea, Monster, and Fanta.
With over 1,500 employees, Coca-Cola Beverages Singapore, Malaysia & Brunei is a complex and well-developed organization that produces, sells, and distributes the Coca-Cola Company products across the country. Our world-class manufacturing plant in Halal Park, Bandar Enstek in Negeri Sembilan serves as our Halal production hub for Malaysia, Singapore, and Brunei.
Let's Talk About The Role
Location: Menara Lien Ho, Tropicana, Petaling Jaya
Department: Modern Trade
Reports to: Head of Modern Trade
The Modern Trade Sales Operations & Strategy Manager plays a critical role in driving the performance and efficiency of the Modern Trade channel. This role leads the planning, execution, and optimization of sales strategies, processes, and tools to ensure a strong operational rhythm, strategic alignment, and commercial excellence across key modern trade customers (e.g. Hyper/Super, Minimarkets, convenience chains and On-Premise)
What You'll Do
The role requires 3 main responsibilities consisting of Moden Trade Strategy & Execution, Sales Operations & Channel Rhythm and Commercial Performance Management.
- Moden Trade Strategy & Execution: Responsible for overall planning and gatekeeping of planning (IAP) routines and ensure all planning initiatives are vetted through and supported with the insights and aligned to overall MT Strategy.
- Sales Operations: Rsponsible for governing the Sales Operations & Channel Rhythm. This person will develop, plan and manage internal sales communication, cycle planning and inter-departmental activity coordination to ensure clear communication of Channel and Trade Marketing strategy and direction to achieve best execution in outlets with excellence quality and effectiveness and best utilization of resources.
- Ensure optimal alignment between, Sales and Commercial Objectives in order to meet the optimal service level to customers and ensure we are ahead of the competition. Collaborates closely with all both KA CDMs and Commercial Support functions to align national and regional cycle objectives and initiatives, provide feedback and input into the design and execution of cycle activities.
- Custodian of Commercial Performance Management pillar to drive KPI management through reporting, cadence and routines.
Your Key Responsibilities
1. Commercial Strategy & Execution
- Lead the commercial planning cycle for Modern Trade (Annual Business Plan, Joint Business Plans, Promotional Calendars).
- Support channel and customer segmentation strategies to maximize availability, visibility, and SOVI (Share of Visible Inventory).
- Align with Revenue Growth Management (RGM) to implement pack-price architecture, trade terms, and promotion guidelines.
- Partner with Key Account Managers to cascade strategic direction into effective customer plans.
2. Sales Operations & Channel Rhythm
- Own Modern Trade sales processes including forecasting, promo planning, and channel execution reviews.
- Maintain master data integrity for Modern Trade customers (pricing, rebates, product listing).
- Drive the Perfect Store execution model across customers by collaborating with Field Sales and Merchandising.
- Coordinate with Supply Chain on service levels, customer ordering patterns, and demand accuracy.
3. Commercial Performance Management
- Track and report channel performance: Sell-in, Sell-out, Share, In-store Execution KPIs.
- Analyze promotional ROI, trade spend efficiency, and deliver actionable insights for continuous improvement.
- Lead monthly Modern Trade Performance Reviews (BRMs), integrating inputs from Sales, Finance, RGM and Supply Chain.
- Ensure visibility of execution gaps and provide agile solutions to field and Key Account teams.
4. Cross-functional Collaboration
- Act as the central point between Key Accounts, RGM, Trade Marketing, Demand Planning, and Finance.
- Support innovation launches by managing Modern Trade execution timelines and readiness.
- Collaborate with IT and Commercial Digital teams on system improvements (e.g. DMS, Salesforce, Power BI).
5. Governance & Compliance
- Ensure compliance with commercial policy and promotional guardrails.
- Monitor alignment with Coca-Cola Operating Unit playbooks and market execution standards.
What You Bring
- Bachelor's Degree in Business Administration, Marketing, Finance, or related discipline. MBA or equivalent postgraduate qualification is a plus.
- Ideally 610 years of experience in FMCG with focus on Sales Operations, Channel Strategy, or Trade Marketing. Proven track record in managing Modern Trade accounts or supporting sales performance in a bottling environment.
- Strong proficiency in commercial and analytical systems such as SAP, Salesforce, Power BI, and Nielsen; ability to translate data into actionable insights.
- Solid analytical capability combined with strong commercial judgment to drive performance and decision-making.
- In-depth understanding of FMCG trade structures, Route-to-Market (RTM) models, and Coca-Cola commercial frameworks.
- High level of operational discipline with the ability to work effectively across matrixed, cross-functional teams.
- Strategic thinker with a strong execution mindset, able to balance long-term planning with immediate business priorities.
- Excellent communication skills with proven ability to influence and collaborate with diverse internal and external stakeholders.
Our Purpose & 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 focus on five key behaviours curious, empowered, inclusive, agile, and corporate entrepreneurship and value how we work as much as what we achieve.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.
