Director, Franchise Operations, Costa Ecuador

hace 5 días

Quito The Coca-Cola Company
The Coca-Cola Company is the world's leading beverage organization, serving a diverse portfolio enjoyed by millions of consumers daily.

In Ecuador—one of the most dynamic, volatile, and opportunity-rich markets in the LATAM region—we focus on enabling robust system execution, strengthening our distribution footprint, expanding affordability solutions, and accelerating consumer recruitment through relevant, scalable, and locally resonant execution.


The Director Franchise Operations, Costa Ecuador is responsible for driving the commercial, operational and strategic agenda of the Ecuadorian market alongside the bottling partner.

This role leads to the expansion and optimization of the national distribution footprint, designs and deploys market-fit Route-to-Market (RTM) models, accelerates affordability and returnable-package development, strengthens executional capabilities, and ensures superior brand activation across channels.


Also align & mobilize Ecuador towards total Portfolio Brands Agenda, balancing short-term results and mid-term capabilities building, ensuring volume, revenue & profit objectives achievement.

Role model for growth mindset and collaboration across the KO System, continuously search and reapply best practices.


If you are passionate about building collaborative relationships, influencing at all levels, and delivering sustainable business growth, we want you on our team.

What You'll Do For Us

Bottler Partnership & System Leadership


Build and sustain a trusted, value-based relationship with the bottling partner in Ecuador, acting as the main liaison between The Coca-Cola Company and the bottler.

Ensure senior-level engagement with bottler GM and Commercial Director to drive alignment, speed, and execution excellence.
Integrate and influence internal and external resources to deliver key targets (Volume, Net Revenue, Profit/P&L, SOV, and strategic KPIs).
Manage country DME, ensuring disciplined investment governance and sustainable profitability of the local entity.

Business Planning & Governance

Lead, implement, and follow up the Ecuador Business Plan end-to-end, jointly involving all relevant The Coca-Cola Company functions.

Drive alignment and governance of critical processes with the bottler: Business Plan, Market Investment (DME/Deductions), OBPPC, Pricing Strategy, RTM & Capabilities, Business Intelligence, and Marketing/Consumer Programs.

Manage cooperative DMI allocation and ensure accurate forecasting and rolling estimates.

Top-Line Growth Strategy & Opportunity Prioritization

Identify volume and revenue drivers, prioritize opportunities, and develop strategies to accelerate top-line growth across the full KO portfolio.

Identify product, packaging, and pricing opportunities and implement initiatives that maximize consumer value perception, per-capita consumption, recruitment, and revenue growth.

Winning at Point of Sale (Execution Excellence)

Ensure execution excellence at Point of Sale, focusing on affordability/recruitment, availability, and market assets.
Enable bottler execution processes by strengthening customer partnership and relevance through field routines and market visits.

Commercial Activation & Integrated Plan Execution (ATL/BTL)

Execute commercial plans (ATL/BTL), including media, POS materials, sampling, and local events.

Partner closely with the bottler and leverage FU/BU Marketing, Commercial Leadership, and agency ecosystems to deliver activation plans with excellence.

Availability Strategy & Route-to-Market (RTM) Tactics

Define/re-apply and execute availability strategies by channel/brand/region, including pre-seller route design, sales tracking, incentives, and customer programs.
Leverage LATAM capabilities and "Rules of Engagement" to achieve availability targets.

Affordability, OBPPC & Revenue Growth Management

Drive affordability strategies through OBPPC analytics, price-packaging architecture, price promotions, bundles, and tactical initiatives.
Partner with LATAM Marketing and Commercial Leadership teams and the bottler to ensure disciplined execution and profitable growth.

Key Accounts Support & Customer Profitability

Support the Key Accounts team in building strategic partnerships with key customers through a value-added relationship.
Ensure adequate profitability across key customers, balancing growth, investment, and returns.

Performance Management & Business Reviews

Lead periodic performance reporting for business monitoring, including weekly performance follow-ups and Monthly Business Reviews (MBRs).
Ensure strong routine of review, action tracking, and performance management discipline.

People Leadership & Capability Building

Develop the Operations/Commercial team capabilities through coaching, feedback, and performance management.
Build a strong execution culture focused on accountability, collaboration, and results.

Metrics & KPI's

Revenue & Value Growth
Volume Growth & Per-Capita Consumption Recovery
Numeric & Weighted Distribution Expansion
Outlet Penetration & Active Customer Growth
Returnable Package Penetration & Turnover
RTM Efficiency & Cost-to-Serve Optimization
PoS Execution Scores & RED Compliance
Share Gains (value and volume) in Priority Categories/Channels
Brand Activation Reach & Effectiveness

Qualifications & Requirements

Bachelor's degree required. Master's degree preferred.
15+ years of experience in CPG, commercial operations, franchise leadership, market development or RTM-heavy roles.
Proven experience managing complex, volatile, or emerging markets; experience in Andean or Caribbean markets is a plus.
Strong strategic thinking, analytical capability, and system-wide influence skills.
Deep understanding of RTM modeling, distribution expansion and affordability strategies.
Excellent leadership presence, relationship-building and decision-making abilities.
Efficient communicator and influencing skills. Worked with the relevant bottler (preferred not required)
The role requires frequent travel across the Ecuadorian territory.

What We Can Do For You

Career Development:

The Coca-Cola Company offers a wide range of resources and programs to support your career development, including global learning programs and leadership development programs.


Agile Work Environment:

We embrace agile with management that believes in removing barriers, so you are empowered to experiment, iterate, and innovate.

Skills

Market Dynamics; Negotiation; Revenue Growth Management; Value Chain Economics; Business Integrations; Business Planning; Channel Management; Communication; Execution Excellence

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.

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