Role Summary 

This role leads the management of INSWA OU’s independent franchise bottler across the East UP geography. The market comes with distinct operating realities, evolving infrastructure, and growth opportunities, requiring the incumbent to shape a long-term strategic agenda while ensuring strong on-ground execution. 

Success in this role will depend on building a highly networked organisation and working seamlessly across bottler leadership teams, BU functional leaders, and system resources. The role carries end-to-end P&L responsibility for the assigned geography and requires strong influencing capability with Bottler Owners, Next Gen leaders, senior management, and cross-functional partners to deliver sustainable system and OU growth. 

Key Responsibilities 

1. Business & Financial Leadership 

• Own full P&L accountability for the geography, delivering volume growth, market share expansion, and profitability targets. 

• Lead the development of the Annual Business Plan (BP) aligned with BU strategy; ensure rigorous execution, tracking, and course correction. 

• Drive optimal brand mix and pricing/pack/channel strategies (RGM) to unlock revenue and margin opportunities. 

• Set up, monitor, and govern bottler commercial budgets (DME/DFR), ensuring transparency, compliance, and timely claims processing. 

2. 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. 

3. Strategic Planning & Market Execution 

• Deliver customer and commercial business plans, including local and regional Key Accounts. 

• Recommend and execute long-term brand, price, pack, and channel strategies to enhance system competitiveness. 

• Ensure distribution reach, outlet execution quality, and expansion plans meet BP and ABP benchmarks. 

• Anticipate production and capacity requirements in line with medium-term business plans and pack mix evolution. 

4. Bottler Capability Building 

• Strengthen bottler functional capabilities across Market Execution, Marketing, Supply Chain, and HR. 

• Drive capability scorecards (RED, Deep RED, etc.), ensuring clear accountability and sustained performance improvement. 

• Enable faster and sharper execution through disciplined governance, decision-making, and review mechanisms. 

5. Market Intelligence & Growth Opportunities 

• Track and analyze key KPIs including volumes, distribution, market share, and brand health; initiate corrective actions where needed. 

• Monitor competitive activity, market dynamics, and consumer insights to proactively identify risks and growth opportunities. 

• Share actionable market intelligence with bottlers, agencies, and internal stakeholders to ensure aligned execution. 

Key Skills & Competencies 

Influencing for Results 

• Strategic Negotiation & Stakeholder Alignment: Balance immediate business needs with long-term system relationships. 

• Communication with Impact: Articulate clear, compelling narratives to align diverse stakeholder groups. 

• Business Integration Acumen: Connect cross-functional efforts to deliver holistic system outcomes. 

Partner for Growth 

• Value Chain Economics: Strong understanding of bottler economics and value-sharing models. 

• Revenue Growth Management: Ability to drive sustainable growth through pricing, pack, and channel levers. 

• Business Planning Excellence: Translate enterprise strategy into market-specific, executable plans. 

Execution with Competitive Edge 

• Market & Consumer Understanding: Anticipate market shifts and consumer trends to unlock growth. 

• Execution Excellence: Drive disciplined, high-quality execution through bottler and system partners. 

• Channel Management Expertise: Optimize routes-to-market for penetration, efficiency, and profitability. 

What Success Looks Like 

• Consistent delivery of BP targets across volume, share, and profitability. 

• Development of strong, scalable bottler capabilities across functions. 

• Ability to navigate ambiguity and complexity while delivering structured outcomes. 

• Establishment as a trusted growth partner to bottlers, fostering long-term collaboration. 

Qualifications & Experience 

• MBA from a reputed institute. 

• 8–12 years of progressive experience in FMCG/Beverages, with strong exposure to regional or state-level sales and commercial leadership. 

• Proven track record of influencing senior stakeholders and delivering results in cross-functional, matrixed environments.