Location Ahmedabad
Job Description
Role Summary
This role leads the management of INSWA OU's independent franchise bottler across its entire geography, representing a system volume of
45MM UC+. The geography comes with unique market characteristics and transitional challenges, requiring the incumbent to craft a
long-term strategic vision while simultaneously driving
tactical execution. Success will come from building a
networked organization, collaborating across bottler teams, BU functional leaders, and system resources.
The role carries
end-to-end P&L responsibility for the assigned geography and demands the ability to influence senior stakeholdersBottler Owners, Next Gen leaders, senior management, and cross-functional partnerswhile ensuring sustainable growth for both the
system and the OU.
Key Responsibilities
- Business & Financial Leadership
- Own full P&L accountability for the geography, driving volume, market share, and profitability objectives.
- Lead the development of the Annual Business Plan (BP) in line with BU vision; ensure disciplined execution and continuous course-correction.
- Manage bottler brand mix, optimize pricing/pack/channel strategies (RGM), and maximize revenue opportunities.
- Set up, track, and manage bottler budgets (DME/DFR), ensuring timely claims processing and transparent governance.
- Franchise and Front-Line Marketing (F&FLM) Execution
- Execute the Franchise and Front-Line Marketing (F&FLM) agenda in their territory in partnership with Regional FLM team, Commercial teams, supporting the translation of brand and portfolio strategies into effective in-market execution.
- Work closely with Commercial Strategy and Bottler Sales teams to support delivery of share, volume, revenue, and profit targets through disciplined marketplace execution and regular performance tracking.
- Support DFR management and BPPC execution by tracking investments, monitoring execution effectiveness, and flagging gaps or risks to relevant stakeholders for timely course correction.
- Ensure consistent Front Line Marketing execution across channels and routes-to-market by monitoring execution KPIs, reviewing market performance, and supporting corrective actions with regional and bottler teams.
- Lead end-to-end local execution of brand and category strategies, ensuring strong alignment with OU priorities, IMX campaigns, and innovation pipelines, while driving high-quality brand activation, POS excellence, experiential marketing, events, promotions, and selective local media execution in close partnership with bottlers and agencies.
- Drive end-to-end execution of label coordination, new launches, and innovation initiatives, ensuring adherence to timelines, execution standards, and quality benchmarks across assigned markets.
- Strategic Planning & Market Execution
- Deliver annual customer & commercial business plans, including local Key Accounts.
- Recommend and deploy long-term brand/price/pack/channel strategies to build system competitiveness.
- Ensure distribution capability, outlet execution, and expansion meet benchmarks aligned with BP/ABP.
- Anticipate and address production capacity needs to meet 3-year BP objectives by pack size.
- Bottler Capability Building
- Strengthen bottler functional excellence across Market Execution, Marketing, Supply Chain, and HR.
- Drive capability scorecards (RED, Deep RED, etc.), ensuring accountability and performance improvement.
- Build alignment and ensure rapid execution through disciplined decision-making processes.
- Market Intelligence & Growth Opportunities
- Track and analyze key KPIs (volumes, distribution, share, brand health scores), implementing corrective actions where required.
- Monitor market dynamics, competition, and consumer insights to identify opportunities and threats.
- Share actionable intelligence with bottlers, agencies, and internal teams to shape cohesive strategies.
Key Skills & Competencies
Influencing for Results
- Strategic Negotiation & Stakeholder Alignment: Balance short-term outcomes with long-term relationships.
- Communicate with Impact: Deliver compelling narratives that align diverse stakeholders.
- Business Integration Acumen: Connect cross-functional efforts to system-wide success.
Partner for Growth
- Value Chain Economics: Deep understanding of bottler P&Ls and system value sharing.
- Revenue Growth Management: Maximize sustainable revenue via pricing, pack, and channel levers.
- Business Planning Excellence: Translate macro strategies into actionable, market-specific plans.
Execution with Competitive Edge
- Market Dynamics & Consumer Insight: Anticipate shifts to unlock opportunities.
- Execution Excellence: Ensure disciplined execution through bottler and system partners.
- Channel Management Expertise: Innovate and optimize routes-to-market for penetration and profitability.
What Success Looks Like
- Consistently delivering growth against BP objectives in volume, share, and profitability.
- Building high-performing bottler functions that can scale sustainably.
- Navigating ambiguity with structured outcomes in a complex, multi-stakeholder ecosystem.
- Acting as a growth partner to bottlers, fostering long-term collaboration and trust.
Qualifications & Experience
- MBA from a reputed institute.
- 812 years of progressive experience in FMCG/Beverages, with proven success in managing regional sales operations.
- Strong track record of influencing senior stakeholders and driving results in cross-functional environments
Skills
Communication; Execution Excellence; Market Dynamics; Business Integrations; Negotiation; Business Planning; Revenue Growth Management; Channel Management; Value Chain Economics
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.
