- This role leads the management of INSWA OU s independent franchise bottler across its entire geography, representing.
- 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 organisation, 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 stakeholders Bottler Owners, Next Gen leaders, senior management, and cross-functional partners while ensuring sustainable growth for both the system and the OU.
Key Responsibilities
1. Business & Financial Leadership
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Own full P&L accountability for the geography, driving volume, market share, and profitability objectives.
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Lead the development of the Annual Business Plan (BP) in line with BU vision; ensure disciplined execution and continuous course-correction.
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Manage bottler brand mix, optimize pricing/pack/channel strategies (RGM), and maximize revenue opportunities.
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Set up, track, and manage bottler budgets (DME/DFR), ensuring timely claims processing and transparent governance.
2. Strategic Planning & Market Execution
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Deliver annual customer & commercial business plans, including local Key Accounts.
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Recommend and deploy long-term brand/price/pack/channel strategies to build system competitiveness.
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Ensure distribution capability, outlet execution, and expansion meet benchmarks aligned with BP/ABP.
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Anticipate and address production capacity needs to meet 3-year BP objectives by pack size.
3. Bottler Capability Building
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Strengthen bottler functional excellence across Market Execution, Marketing, Supply Chain, and HR.
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Drive capability scorecards (RED, Deep RED, etc.), ensuring accountability and performance improvement.
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Build alignment and ensure rapid execution through disciplined decision-making processes.
4. Market Intelligence & Growth Opportunities
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Track and analyze key KPIs (volumes, distribution, share, brand health scores), implementing corrective actions where required.
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Monitor market dynamics, competition, and consumer insights to identify opportunities and threats.
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Share actionable intelligence with bottlers, agencies, and internal teams to shape cohesive strategies.
Key Skills & Competencies
Influencing for Results
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Strategic Negotiation & Stakeholder Alignment: Balance short-term outcomes with long-term relationships.
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Communicate with Impact: Deliver compelling narratives that align diverse stakeholders.
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Business Integration Acumen: Connect cross-functional efforts to system-wide success.
Partner for Growth
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Value Chain Economics: Deep understanding of bottler P&Ls and system value sharing.
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Revenue Growth Management: Maximize sustainable revenue via pricing, pack, and channel levers.
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Business Planning Excellence: Translate macro strategies into actionable, market-specific plans.
Execution with Competitive Edge
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Market Dynamics & Consumer Insight: Anticipate shifts to unlock opportunities.
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Execution Excellence: Ensure disciplined execution through bottler and system partners.
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Channel Management Expertise: Innovate and optimize routes-to-market for penetration and profitability.
What Success Looks Like
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Consistently delivering growth against BP objectives in volume, share, and profitability.
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Building high-performing bottler functions that can scale sustainably.
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Navigating ambiguity with structured outcomes in a complex, multi-stakeholder ecosystem.
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Acting as a growth partner to bottlers, fostering long-term collaboration and trust.
Qualifications & Experience
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MBA from a reputed institute.
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8 to 12 years of progressive experience in FMCG/Beverages, with proven success in managing regional sales operations.
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Strong track record of influencing senior stakeholders and driving results in cross-functional environments
Skills:
- Business, Business Integrations, Business Planning, Business Strategies, Channel Management, Communication, Execution Excellence, Market Dynamics, Negotiation, People Management, Revenue Growth Management, Sales, Sales Management, Strategic Planning, Value Chain Economics
