Position Overview
The
Senior Manager for CSD will be responsible for leading the strategic growth and operational excellence of the Coca-Cola portfolio within the Canteen Stores Department (Armed Forces). This role requires a seasoned professional who understands the unique procurement cycles, tendering processes, and relationship dynamics of the Defence services. You will be tasked with driving volume, expanding the product footprint, and ensuring seamless integration of the supply chain across CSD depots nationwide.
Function Related Activities/Key Responsibilities
- Strategic Growth: Develop and execute a comprehensive 3-year business plan for the CSD channel to achieve volume, value, and market share objectives.
- Relationship Management: Act as the primary liaison between Coca-Cola India, Lead Bottler, multiple supplying bottlers and CSD
- Business Model and development - Establish CSD Business as a mainstream channel for the KO System in India.
- Listing & Compliance: Lead the process for new product listings (LS Cat) and price revisions. Ensure 100% compliance with CSD's stringent quality and documentation standards.
- Sales & Distribution: Monitor secondary sales across Unit Run Canteens (URCs) and ensure product availability at all 34+ CSD depots. Coordinate with bottling partners to align production with CSD forecasts and be the primary contact for the lead Bottler.
- Financial Stewardship: Manage the channel's P&L, including trade spends, credit cycles, and timely reconciliation of claims/payments.
- Market Intelligence: Track competitor moves within the CSD ecosystem and identify white-space opportunities for brand extensions or institutional packs.
Related Work Experience
8-15 Years (FMCG/ CSD Experience is mandatory)
Functional Skills
- Industry Experience: A minimum of 8 -15 years in Sales or Business Development within the FMCG/Beverage industry.
- Channel Expertise: Mandatory prior experience handling the CSD (Armed Forces) business. Deep familiarity with the Introductory and Renewal cycles of CSD listings is essential.
Educational Background: MBA or Post-Graduate degree in Marketing, Sales, or Business Management from top tier institute
Leadership: Proven track record of managing large-scale institutional accounts and influencing cross-functional teams (Supply Chain, Finance, and Legal)
Competencies for Success
- Institutional Selling: Mastery of the tendering and negotiation processes specific to government/defense institutions.
- Analytical Rigor: Ability to translate complex sales data into actionable insights and accurate forecasting.
- Resilience & Integrity: Ability to navigate the structured and formal environment of the Armed Forces with high ethical standards and persistence.
- Communication: Strong executive presence with the ability to represent Coca-Cola India at high levels of multiple stakeholder organisations.
Annual Incentive Reference Value Percentage:15
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.
