Senior Manager Customer Prospection and Segmentation - LATAM
Focus, Scope, & Impact
This role is responsible for leading the design, development, and implementation of LATAM Customer Prospection and segmentation strategies to accelerate our portfolio growth in the market and create new growth levers for the business.
Role scope consists of 39 LATAM markets, covering 67 Bottlers operations and 4.8MM customers currently served on a weekly basis, with an average 55% NPS. This position goal is to bring +1MM net new outlets in the next 3 years.
Lead disruptive strategy and thinking for new customers prospection with Bottlers commercial directors through artificial intelligence algorithms and external geocoding and socio-economic data to increase KOS portfolio numeric distribution, share of visibility inventory (SOVI), and market share.
Lead disruptive strategy and thinking for new use cases of segmentation strategies with Bottlers commercial director through artificial intelligence algorithms and external data to increase the effectiveness of our commercial strategy.
Lead development of Advanced Analytics and Artificial Intelligence approaches to map out customer & consumer needs, and propose market actions, resulting in higher market share, increased sales revenue, improved margins.
Experience
+7 years of leadership experience in the areas of Sales, Customer, Commercial Planning & Execution, Route to Market.
Education: Minimum Required Bachelors Degree; Preferred: MBA or Master in Data Science
Language: Minimum Required Fluent in English; Preffered: Fluent in English and Portuguese
P&L impact and accountability from technology deployments
Proven track record of artificial intelligence strategy design and machine learning algorithms deployment.
Solid analytical and conceptual skills and ability to think from planning to execution and solid system commercial and brand management.
Solid data analytics and interpretation skills ability to understand complex data and ability to explain to Customers, Bottlers, etc. in a way that is meaningful to their business needs.
Strong project management skills to handle multiple projects simultaneously and deliver them on time.
Strong communication skills to explain complex technical concepts to non-technical stakeholders.
Ability to translate business objectives into analytical solutions.
Understanding of business processes and how AI can enhance segmentation and prospection strategies.
Work Focus
Consumers are step changing their decision process thanks to access to multiple sources of information. Basic segmentation models used over years are becoming obsolete at a frantic speed. Therefore, companies must implement new methodologies to understand consumer profile, behaviors and characteristics, focusing on dynamic, multivariable models powered by artificial intelligence algorithms.
Be KO System Subject Matter Expert (SME) on Prospection and Segmentation, with ability to analyze multiple external data, customer and shopper insights and issues from different channels of Traditional Trade, Modern Trade and On Premise, bringing innovative thinking and design solutions for customer pain points together with Bottlers and Channel teams.
Leverage new processes, procedures, technologies, and capabilities to scale solutions across LATAM Bottlers (e.g. Artificial Intelligence models for customer prospection and segmentation).
Accelerate our commercial transformation through deployment of innovative technological solutions based on Artificial Intelligence, Blockchain, IoT, etc
The role is an individual contributor.
Communication Focus
This role interfaces with both internal and external stakeholders and key Bottling partners.
Internal: Communication to influence different KO stakeholders from a broad range of areas, such as Sales, Commercial, Platform Services, Marketing, Supply Chain, Finance, including Zone Presidents, Zone Franchise VPs, Commercial HUB Directors.
System: Lead negotiation with Bottlers Sales, Commercial, and Supply Chain to align and influence to accelerate Segmentation and Prospection vision and processes, including Bottlers Sales & Commercial VPs, Directors, and Supply Chain Leaders.
External: Negotiate with vendors CEOs and AI consultancy firms to bring competitive solutions for KOS.
International connection to share proven practices and learning with other OU VTM Heads and Global Commercial leaders from C&CL
Skills
Leadership; Sales Channel Development; Structured Query Language (SQL); Key Performance Indicators (KPI); Go to Market (GTM); Demand Generation; Marketing Strategies; Product Commercialization; Channels Strategy; Market Segmentation; Customer Insights; Machine Learning Techniques; Microsoft Office; Strategy Development; Applied Machine Learning; Market Strategy; Route to Market; Artificial Intelligence (AI); Go-to-Market Strategies; Go-to-Market Execution; Business Growth; Business; Machine Learning; Market Shaping
Annual Incentive Reference Value Percentage:15
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.
Apply Job!