Commercial Planning Manager At Coca-Cola HBC

ABOUT YOUR NEW JOB RESPONSIBILITIES

Strategic Planning & Forecast Alignment

• Co-create ABP and Rolling Estimates with Sales and Demand Planning teams.
• Build sales trends and communicate commitments to Demand Planning for accurate forecasting.
• Ensure BP achievement by channel through proactive monitoring and corrective actions.
• Govern quota allocation and ensure alignment with commercial priorities.

Performance Management & Analytics

• Track and analyze sales performance against targets and BP commitments.
• Provide actionable insights and dashboards for leadership and cross-functional teams.
• Act as the focal point for SC, RGM, and Marketing for all sales numbers and volume analysis.

Incentive & Commission Governance

• Ensure >95% of employees are commission-eligible and track zero-commission employees monthly.
• Support P&C and Sales in P4G evaluations by providing YTD KPI achievement reports.
• Oversee commission payout validation and compliance with governance standards.
• Sales Incentive Leadership
• Manage Sales Incentive Lead responsible for KPI design, budget management, and ROI calculation.
• Ensure readiness of dashboards for employee visibility of achievements.
• Drive continuous improvement in incentive mechanics to enhance motivation and retention.

Digital Enablement & Reporting

• Oversee design and maintenance of Power BI dashboards and performance scorecards.
• Implement automation and advanced analytics for forecasting and performance tracking.

Team Leadership

• Manage and develop a team of specialists, ensuring capability building and succession planning.
• Foster a culture of continuous improvement and high performance.

Cross-Functional Collaboration

• Collaborate with Demand Planning, Supply Chain, Finance, RGM, Marketing, and P&C to ensure execution feasibility.
• Act as a key liaison for strategic forums and decision-making processes.

ARE THESE YOUR SECERET INGRIDENTS

• Bachelor’s degree in business, Economics, or related field; MBA preferred.
• 10+ years of experience in sales operations, commercial planning, or demand management.
• Proven leadership in cross-functional environments and strategic planning.
• Advanced proficiency in Power BI, Excel, and planning systems.
• Strong analytical, problem-solving, and stakeholder management skills.

Competencies

• Strategic Thinking & Planning
• Leadership & Influence
• Commercial Acumen & Market Insight
• Digital Fluency & Process Optimization
• Performance Management & Incentive Governance
• Cross-Functional Collaboration
• Employee Engagement & Retention Focus

Decision-Making Authority

• High autonomy in defining commercial planning strategies, incentive governance, and operational priorities. Accountable for BP achievement by channel, forecasting alignment, and incentive budget compliance.
• Internal & External Relationships
• Internal: Sales, Demand Planning, Supply Chain, Finance, RGM, Marketing, P&C, KO.

To apply click here