The Coca-Cola Company Looking for Director Franchise – Emerging Categories at Delhi Full Time

Director franchise – emerging categories

Gurgaon

India franchise

Focus, scope, & impact:

Summary: the incumbent of the role will lead business development to launch and thereafter manage the end to end business for fab for india, covering and not limited to; supply chain from importing, local manufacturing, rtm and execution in storesThe work will include identifying partners for each process (import, manufacturing, rtm, execution etc), negotiating the commercial terms and ensuring ongoing business working with each of these partnersThis role creates an opportunity to work in a “start-up” culture and it will lead and enable transformational growth for the ou through creating a parallel integrated stream of emerging categories including numerous co-packers and building a distribution network completely independent and separate from our current business with different partners.

Key headers for work are the following:

Business development:

The incumbent will be responsible for

Setting up the sourcing model (import) and distribution model (jv, distribution partners)
Lead commercial negotiation with each of these partners
Operate and grow the business from start
Build (hire, train) and lead the team to set up import, manufacturing, rtm and selling operations

Gtm strategy for ko, entailing elements as below:

State prioritization basis attractiveness, ease of doing business and ko right to win
Identification of phase 1 and phase 2 of growth & expansion in markets
Distribution rollout plan for launch
Go-to-market value chain & profit pool scenarios

Partner – distributor & retailer management

Be able to guide discussions & negotiations on value chains, margin structure, terms of trade with distributor, retailer and integrated partners
Play an active role in negotiating the right terms for ko
Effective launch planning
Work with channel partners to deliver launch in line with business expectations
The incumbent is responsible for creating a strategy, expanding the capability for long term deliveries for the product in india
Manage market dynamics and market intelligence as a build in on the initiatives
The incumbent takes additional responsibility of local ka & national ka for this range of product
Responsible for gathering and acting upon market intelligence- consumer choices/consumer behavior with all initiative formulations.

Pricing /penetration

Recommend overall price / channel plans for the franchise and ensure inclusion of rgm strategies and programs in the bp / bbp to maximize revenue generation in a highly regulated market
Ensure distribution capability efficiencies, outlet execution and expansion benchmarks and objectives are set and met through the execution

This role requires to align system partner and ko planning priorities and timing

Closely monitor/analyse kpi’s such as volumes, distribution, shares and brand health scores and take corrective action wherever necessary
Need to maximize efficiencies, decision making and learning vertically within the ko and bottler partner, system structures and horizontally across markets
Incumbent needs to understand the complexity around regulation by state, import rules as this is an over regulated category that has more than 30 set or rules on everything from taxation, manufacturing, rtm, promotions, partners, distributors

Key success parameters

Experience: 12-15 years of work experience in fmcg/related industry in managing sales operations at regional level, with past track record of managing interactions at senior level of customers, experience in concept selling and working in matrix org environment will be a plus.

Work focus: this role is about managing inswa ou`s independent franchise/big bottlers its entire geography which has a collective population of over (varying for varying territories) people and volume of over 25-50 mn uc for the companyThese markets come with their unique characteristics and challenges, so the role will require crafting both a long term vision as well as working on tactics, collaborating with bottler teams and bu functional leads to deploy the strategyBring to life the networked organization- as there are related resources sitting in different functions across the ou.

Communication focus:

This role must be able to articulate business strategy clearly and align multiple stakeholders who come from different functional backgroundsInternal interface will include other departments, vendors & suppliersStakeholder management – proactive interaction and management of a wide range of stakeholders – internal: business leads, tax, legal, technical & scm, marketing, audit; external: copackers, distributors, bottlers, regulatory authorities

The position must interact with:

State level lobbies ,regulatory & govt authorities

Distributor, stockist, super stockist

Region/division/cluster function managers
Marketing managers/ brand directors/marketing team/taxation team/legal team
Technical & supply chain managers

Skills
Relationship building; strategic thinking; strategic planning; financial analytics; tactical planning; financial modeling; presentations; competitive analysis; project management; storytelling; consumer insights; microsoft office; communication; stakeholder management; risk mitigation strategies; analytics software; influencing; syndicated research; data mining; key performance indicators (kpis)

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 differenceWe act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselvesWe focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieveWe believe that our culture is one of the reasons our company continues to thrive after 130+ yearsVisit 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.
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 classWhen we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.

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