Senior Director, Vending Strategy

3週間前

Tokyo, Tokyo The Coca-Cola Company

The Senior Director, Vending Strategy & New Business Development is responsible for leading the strategic direction, business performance management, and future-growth agenda of the Vending organization in Japan.

This role drives innovation strategy, incubates new business opportunities, and advances the organization toward a next-generation retail capability model.

The position connects insights, innovation, and execution to deliver sustainable growth and prepare the business for its next evolution.

What You'll Do For Us

  • Business Strategy & Performance Management (50%)
  • Lead end-to-end business performance management for the Vending business.
  • Define and track monthly, quarterly, and annual business targets (volume, revenue, profit).
  • Analyze performance vs. targets and identify key drivers behind variances.
  • Partner with capability pillar leads (Location Development, Merchandising & Category, Pricing/RGM, Equipment & Technology, Store Operations) to develop corrective and improvement actions.
  • Establish and manage the business review rhythm (weekly, bi-weekly, monthly) to drive alignment and timely decision-making.
  • Provide strategic recommendations to influence business priorities, investments, and resource allocation.
  • Partner closely with Finance, Commercial, Marketing, and Supply Chain to maintain a holistic view of the vending P&L.
  • Serve as the business control tower by integrating data, insights, and execution to drive outcomes.
  • Strategy Development, Innovation & New Business (30%)
  • Co-develop the long-term vending strategy, evolving the business from a single-format model to a multi-format, retail-capability-based portfolio.
  • Lead Innovation Strategy to identify and evaluate emerging retail technologies, new customer experiences, and digital enablers relevant to vending and unmanned retail.
  • Drive New Business Development, including:
  • New vending formats and specialty concepts
  • New product or packaging-led business opportunities
  • Data-driven consumer-facing retail innovations
  • Strategic partnerships with external players (tech, retail, startups)
  • Incubate, pilot, and scale new business models, ensuring commercial viability and operational feasibility.
  • Support organizational transformation by shaping roles, capabilities, and operating models aligned with future retail strategy.
  • Leadership & People Development (20%)
  • Provide leadership, direction, and coaching across the Vending organization.
  • Build strong collaboration and alignment across cross-functional teams and external partners.
  • Foster a culture of accountability, agility, innovation, and continuous improvement.
  • Drive capability development to strengthen long-term organizational readiness and strategic execution.

Qualifications & Requirements

  • Functional & Technical
  • Proven experience in strategy, business management, commercial operations, innovation, or new business development within consumer goods, retail, or relevant industries.
  • (Experience in vending or unmanned retail is a plus but not mandatory.)
  • Strong analytical capability with the ability to link business outcomes to operational and consumer drivers.
  • Solid understanding of retail or channel operations (pricing, merchandising, assortment, location development).
  • Demonstrated success in leading cross-functional business review cycles, innovation initiatives, or transformation programs.
  • Leadership & Behavioral
  • Strategic thinker with strong execution discipline.
  • Innovative mindset with the ability to incubate and commercialize new business ideas.
  • Collaborative leader with strong influence and stakeholder management skills.
  • Entrepreneurial, results-oriented, and adaptable to transformation.
  • Excellent communication skills in both Japanese and English.
  • Qualifications
  • Bachelor's degree in Business, Economics, Engineering, or related field; MBA preferred.
  • 10+ years of experience in strategy, commercial leadership, innovation, or new business development roles.
  • Bilingual (English/Japanese) is a must

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.
  • Innovation & Technology: The ability to work with an award-winning team that is on the cutting edge of innovation.
  • Learning Culture: Access to resources such as LinkedIn Learning and management programs that give you the resources to continually develop your skills and knowledge.

Skills
Influencing; Business Planning; Sales Process; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Waterfall Model; Consultative Sales Management; Group Problem Solving; Sales Forecasting; Communication; Operational Assessment; Long Term Planning; Business Development; Solutions Selling

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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