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 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 

• 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. 

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 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. 

4. 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. 

5. 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. 

• 8–12 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