Senior Manager, Customer Development, McDonald's - New Zealand & Pacific Islands

Job Description Summary:

What You’ll Do for Us

• This individual contributor role is responsible (in alignment with Center, Global TMD and relevant global protocols) for the development and implementation of total business strategy between McDonald’s and the Coca-Cola system (Company & Bottling partners) for New Zealand & Pacific Islands where McDonald's is located
• Directly managing a business at scale including P&L, product/package range as well as equipment necessary to serve products, marketing, customer relationship, new product development, pricing, manufacturing, supply chain and end-to-end product quality management
• Direction and management of relevant KO system resources to strengthen and expand the partnership and business performance of the Coca-Cola business at McDonald’s primarily through growing McDonald’s and KO system profitability
• Responsible for achieving operational excellence in terms of the KO system’s service levels to McDonald’s and sustainable value creation/capture for KO system and McDonald’s

Focus Areas

• Accountable for achieving beverage incidence and volume goals for sales to McDonald's of measured company beverages. Responsible for management of the McDonald's business, providing strategic direction and effective deployment of KO resources (i.e. customer management, brand marketing, finance … etc) to achieve near & long-term priorities as aligned with KO & McDonald’s management
• Responsible for the overall P&L related to the McDonald’s account, including management and economics return on an operating budget as well as a marketing budget
• Responsible for stewarding the senior relationship between Bottlers and McDonald’s CEO, as well as Region/Market leadership team (GM Region, Channel & Franchise, Marketing, Bottler GM, etc) and counterpart Relationship Partner in McDonald’s senior leadership team
• Communicate and inculcate agreed policies, direction, goals and priorities to Coca-Cola System components to ensure total national system alignment and agreement on development and execution of marketing plans, products, programs and services
• Negotiate national pricing and cost structures to deliver revenues & profits to all constituents. Detailed knowledge of total system economics essential in managing pricing and funding dialogues between KO, bottler and McDonald's
• Lead development and agreement of strategic priorities, joint business plans and management routines which incorporate both McDonald's and Coca-Cola growth and brand strategies and lead frequent business reviews between Coca-Cola and McDonald's
• Accountable for the planning and implementation of relevant product innovation to maximize KO beverage incidence and revenue within McDonalds. Responsible for developing and implementing consumer insight exploring, beverage strategy development, and new product/new equipment platform commercialization, formulation alignment and marketing activities design, in collaboration with the TMD, based on clear understanding of consumer & occasion opportunities and fully understanding of McDonalds needs
• Responsible for assured supply, including optimizing the supply chain of existing products and planning new product supply chain

Key Success Parameters in this role

Qualifications & Requirements

• Education: Advanced Degree or Postgraduate, bachelor’s degree or University (Required)
• 8+ years strategic leadership roles with customers. Bottling experience or Foodservice experience is ideal.
• Proven Strategic and Analytical Skills as well as outstanding influencing skills.
• Strong financial and business system acumen, and foundational understanding of consumers.

Knowledge & Experience

• The ability to think strategically is an essential element for successful development and implementation of long-range business plans and objectives, as well as influencing internal and external stakeholders to ensure alignment and the successful implementation of those plans
• Must possess a very high level of initiative, communication skills and follow through, as success will depend on the individual's ability to work largely independently
• Must demonstrate a proven ability to negotiate mutually beneficial solutions across multiple constituents. The role involves regular, intense and complex negotiations across a broad spectrum of issues (marketing, finance, pricing, manufacturing, supply and distribution) and many constituents within the Coca-Cola and McDonald's systems
• Well-developed financial acumen to effectively direct investment and expenditure decisions between Coca-Cola and McDonald's
• Must have highly developed relationship building, interpersonal and influencing skills, as this position requires constant interaction with Coca-Cola system and McDonald's personnel at all levels of the organization
• Must have a deep understanding of consumer marketing, brand strategy and development of consumer insights, research methods and promotions to uncover consumer opportunities
• An understanding of McDonald's strategic priorities, growth platforms, store financials (or of similar customers), operations, and merchandising systems, i.e., menu mix management, menu pricing and the role of beverages in maximizing store profitability

About Coca‑Cola ASEAN & South Pacific

The Coca‑Cola Company (NYSE: KO) is a total beverage company with products sold in more than 200 countries and territories. Our company’s purpose is to refresh the world and make a difference. The Coca‑Cola ASEAN and South Pacific (ASP) operating unit serves 25 countries across Southeast Asia, Australia, New Zealand and the Pacific Islands. Our portfolio of sparkling soft drink brands in ASP includes Coca-Cola, Sprite and Fanta. We also offer a variety of water, sports, juice, dairy, and tea brands including Dasani, Mount Franklin, Wilkins, AdeS, Smartwater, vitaminwater, Powerade, Fuze Tea, Minute Maid and Nutriboost. We’re constantly innovating and transforming our portfolio, from reducing sugar in our drinks to bringing new and exciting products to market. We seek to positively impact people’s lives, communities and the planet through water replenishment, packaging recycling, sustainable sourcing practices and emissions reductions across our value chain. Together with our bottling partners, we help bring economic opportunity to local communities across the region. Learn more at www.coca-colacompany.com and follow us on Twitter, Instagram, Facebook and LinkedIn.

The Coca-Cola Company: Refresh the World. Make a Difference.

We are here to refresh the world and make a difference. Learn more about The Coca-Cola Company, our brands and our purpose.

Skills:

Brand Strategy, Business Case Development, Business Partnerships, Customer Management, Customer Relationships, Customer Value Creation, Influencing, Negotiation, Profitable Growth, Project Management, Strategic Selling, System Economics

Location(s):

New Zealand

City/Cities:

Auckland

Travel Required:

00% - 25%

Relocation Provided:

No

Job Posting End Date:

July 17, 2026

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.