Hotels & Catering Manager
Coca Cola
Mexico, CMX, MX
hace 2 días

On Premise channel represent a strategic bet for Coca-Cola de Mexico; with +20 national customers we aim to 1) recruit new and profitable consumers to our brands, 2) enhance consumption experience and 3) become business developers from our customers delivering the best value proposition.


This position will be responsible of capturing full potential and value contribution of Catering Channel (mainly Sodexo, Aramark and Eurest) and enhance our footprint in Hotels & Resort channel becoming the most preferred beverage partner of the channel.

It s vital to maximize business opportunities to the next level : México is the 2nd most relevant country in the world in terms of tourists each year.

Each year 130 million of potential beverage buyers visit our customers looking to have the best service and experience just to make every trip memorable within hotel channel.

Catering has a strong opportunity in order to activate different dayparts detected (while working, while taking a break, while eating) as well as build correct strategies according to their business units (B&I, Sports & Entertainment, Retail).

This means by working in collaboration with KO local bottlers by delivering a comprehensive business agenda including :

  • Lead customer relationship and identify common business opportunities driven by constant P&L analysis becoming the most respected partner in a volatile market context.
  • Collaborate with the rest of the area to develop the Catering (At Work) and Hotel evolution framework and leading the annual business planning process (from business assessment to execution) of customers.
  • This BP should include a long-term vision considering KO priorities and fit with customer bets.

  • Be a champion by leading the bottling system alongside global team directors by deploying commercial strategies (seeking new revenue streams), build contractual agreements & sharing of best practices.
  • Accountable for key business performance indicators such as sales, numeric distribution, incidence and budget (DME management alongside with bottling system).
  • Working with a cross functional team to develop and implement strategic plans which include introduction of new products, activation of global properties, aligning system priorities as well as developing, selling in and executing key volume driving initiatives tied to business plan.
  • Required :

    Strategic thinking : Capable to understand the big picture , set a vision and connect the dots that affect the business performance (Consumer, Customer, Bottler and KO)

    Business driven : Understand and infer the impact of its decisions in the whole chain and act in the sake of business and relationship

  • Customer Focus : Making customers (external and internal) and their needs a primary focus of one's actions; developing and sustaining productive customer relationships;
  • creating and executing plans and solutions in collaboration with the customer. Ability to fully understand customer’s business to shape an ad-hoc value proposition.

    Marketing : Knowledge and ability to apply basic marketing concepts (e.g., brand positioning, SWOT Analysis, competitive assessment, marketing objectives / strategies, consumer segmentation) used in the development of marketing plans.

    Business Planning : Ability to develop and implement strategic annual business plans, business tracking and forecast business results throughout the year with strong resilience.

    Holistic Relationship Management : Ability to facilitate and accelerate business relationship an understanding of customer’s situation and vision.

    Able to actively listen and engage in conversation with customers to understand relevant information, resources and solutions.

    Manage day-to-day contact with Customer, Bottlers, JDV, Santa Clara, Mex. BU & Channel Global Account Team organization, establishing and participating in critical routines, including activities development, Score carding, Business Reviews, Joint Business Planning and Top-to-Top meetings.

    Franchise Leadership : Lead the KO System in understanding customer drivers and aligning capabilities to meet and exceed expectations, while creating mutual long-term value.

    Actively participate in KOS routines, such as Operational & Executive Committees to influence, communicate and follow up the results negotiations and execution.


  • 5 years’ experience on Fast Moving Consumer Goods +5 years’ experience in Customer Management with preferred experience in influential customers Experience in marketing activation Strong negotiation and influencing skills Availability to travel Fluent in speaking, reading, understanding and writing both Spanish and English Be able to deeply analyze and synthesize information to identify priorities and opportunities and recommend new approaches and / or improvements Evaluate alternatives, identify approaches and implement recommended changes considering the impact on business results.
  • EDUCATIONAL REQUIREMENTS : Bachelor in Marketing, Business Administration, Industrial Engineering or similar

    WORKING CONDITIONS : Located in Mexico City, frequent visits to customer’s offices.

    TRAVEL REQUIREMENTS : 20%. Meetings with the Customers, Bottlers and KO Team

    Our Growth Culture :

    One of the reasons our company continues to thrive after 130+ years is having a company culture that supports and rewards behaviors that lead to growth.

    Our Growth Behaviors, as we call them, are ways of being and working that help to make us successful. Think about how you can bring this to life in your next role at Coca-Cola.


    Keep seeking, never settle. Staying curious about what is outside, and two steps ahead inspires us to challenge the status quo.

    Having the courage to look and leap is the way we grow. Because asking what if? pushes us to the next level as people and as a company.


    Make it happen . True empowerment is the result of taking responsibility. This means giving yourself permission to see it, say it and do it, and owning the outcomes.

    Because we move forward faster when we all take action.

    Version 1.0, 2.0, 3.0

    Push for progress, not perfection. There are very few overnight successes. Greatness is borne of many little victories (and failures).

    Share v 1.0, test it, and make it better. Then create the next version. Because the moment we think something is perfect, it will be obsolete.


    Include, value and trust each other. We are smart alone but together we are genius. This means being inclusive, giving the benefit of the doubt and being responsible for each other.

    Because, for our company to thrive for the next 100+ years, smart isn’t enough. We need genius.

    We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and / or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.

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