Senior Manager, RGMX - Away From Home Channel

Job Description Summary:

Job Summary

The Senior Manager, RGMX – AFH Channel is responsible for leading Revenue Growth & Margin Expansion (RGMX) strategies across all beverage categories within the Away From Home (AFH) channel in Japan.

Reporting to the Senior Director of RGMX, this role translates OU LRP (long-range-plan) and ABP (annual-business-plan) into AFH channel‑specific price & pack architecture, revenue models, portfolio strategy. The role requires a deep understanding of cross-channel shopper consumption behaviors in order to drive sustainable topline growth, quality transactions and margin improvement.

The role is fully accountable for AFH OBPPC design across all categories, ensuring it is in line with the overall corporate mid-term strategy and financial requirements This position partners closely with the relevant channel teams, Marketing category teams, Finance, and Bottlers’ RGM and AFH Sales teams to ensure disciplined execution and value creation across complex customer and contract environments.

Scope of Responsibility

• Markets: Japan

• Coverage: Full RGMX capabilities. Pricing strategy, promotion optimization, channel-pack-flavor mix strategy, SKU optimization, OBPPC architecture, Segmented execution, System economics

• Channels: AFH channels – CVS, Eating & Drinking, Vending channels

• Stakeholders: OU RGMX, Marketing, Channels & Operations, Finance, Global RGM, Bottler RGM teams

Key Responsibilities

1. Category RGMX Strategy - AFH

• Develop and execute the AFH RGMX strategy to deliver OU LRP and ABP.

• Develop AFH channel OBPPC framework across channels aligned with category and channel growth strategies.

• Identify value pools across brands, price tiers, and channel segments to unlock profitable growth.

• Bring RGMX insight into mid-term innovation pipeline development to ensure that Marketing and R&D team to prepare innovation launches to address RGMX opportunity.

2. Pricing Strategy - AFH

• Define pricing architecture across portfolio in AFH channels with cross-channel pack x price strategy.

• Develop channel-differentiated pricing strategies considering competitive intensity and shopper missions.

• Conduct elasticity and price sensitivity analyses to guide pricing decisions.

• Support scenario-based pricing recommendations in response to commodity volatility and competitive actions.

• Track the performance and course-correct in needs

• Propose consolidated recommendations to function LTs to bring the strategy to life in market execution

3. Promotional Strategy & Trade Spend Optimization

• Lead AFH promotion strategy and evaluate ROI across channels – particularly CVS channel focus.

• Partner with Channel teams to design effective, data-driven promotional mechanics & guideline

• Improve trade spend productivity by analyzing uplift, cannibalization, and margin impact.

• Establish post-promo evaluation processes to embed continuous improvement.

4. Portfolio & Mix Optimization

• Drive premiumization and affordability strategies within AFH channels to improve quality transaction

• Identify opportunities to rationalize pack architecture and channel-specific SKUs both from Future-Back view and BAU optimization view to improve operational efficiency and margin performance.

• Balance core SKU growth with innovation scale-up and complexity reduction.

5. Analytics & Insight Integration

• Integrate data sources including volume, transactions, NSR, margin, market share, POS, shopper data and consumer insights.

• Translate analytics into actionable recommendations for pricing, promotions, and mix.

• Monitor AFH business performance against RGMX KPIs and provide needed action plans to Category team and Channel team

• Partner with analytics teams to refine elasticity models and portfolio simulations.

6. Cross-Functional & System Collaboration

• Serve as primary AFH RGMX contact for Marketing and Channel leaders.

• Partner with Bottler RGMX teams to align pricing and promo execution discipline.

• Ensure strong financial alignment with Finance on margin delivery and ABP/LRP targets.

• Contribute to OU RGMX capability-building initiatives.

Qualifications & Requirements

• Bachelor’s degree in Business, Marketing, Economics or related field.

• 5~8+ years of experience in RGMX, category management, commercial strategy, or commercial finance in FMCG/CPG.

• Strong understanding of Coffee category dynamics and competitive landscape preferred.

• Proven experience in pricing, promotion optimization, and trade spend analysis.

• Strong analytical and financial acumen.

• Experience working with cross-functional teams and franchise bottling systems preferred.

• Fluent business in English and Japanese.

Skills:

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Relocation Provided:

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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.