Senior Director, CCL

This job is with Coca-Cola, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.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 difference. We act with a growth mindset, take an expansive approach to what's possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors - curious, empowered, inclusive and agile - and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit 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 class. Strategic Relevance: Away from Home recruitment is a key strategic lever for INSWA's growth ambition. Travel channels - Railways and Airways -are a key part of life in India and present a massive opportunity for KO to recruit consumers and build a sparkling consumption culture. Indian Railways is the World's largest Railway network with estimated annual traveler base of >8 BN travelers annually. Current KO NARTD incidence is ~7%. Every incremental percentage point improvement in incidence could yield incremental volume of 5-6 MMUC for KO system. The Indian Airways ecosystem -Airports and Airlines - provides an equally compelling recruitment and category building oppornity for KO. Delhi Airport (DIAL) has an annual traveler base of 69MM and Indigo Airlines annual travelers in 2022 was 78MM. These travelers are top end of Sec-A and provide significant headroom for premiumization and category development e.g. DIAL KO incidence at 11%. While our bottling system does the hard work every day to execute in these important channels, we believe the right team centrally in the CMG can change the game through thought leadership and central engagement with key stakeholders. Scope, & Impact: This role aims to significantly step change incidence in Railways and Airways through: 'Customer Management Approach': Railway Board, Railway Ministry, IRCTC, DIAL, Indigo, Vistara, TFS, HMS Host + new approach to top railways distributors as customersWork on new customer acquisition:Adani Airports etc.Redefining BPPC: Through Consumer Brand offerings & portfolio play + Affordable pack architecture in Sparkling & Juices + Premiumization play in AirwaysIntegrated Execution: Develop & execute PICOS for Railways & Airways + Segmented RTM to execute strategy + Own top stations + Top quartile activation in Airports food concessionsCapability & Advocacy: Data first approach backed by robust information architecture + Revamped operating model with CCIPL managed singular relationship with Railway ZonesAdditional deliverable on developing emerging Highway travel sub-channel (e.g. Highway food courts)What will success look like? Deliver 1.4Bn incremental transactions in 3 years over '22Doubling incidence (6.3% in 2022 to 12.5% by 2025) in the next 3 Years - 2024 Exit target 10.5%2X Volumes in 3 years (2023 Exit 41 MMUC) - 2024 Exit target 55 MMUCScope All India (CBO + FBO)Team: 2 Direct ReportsQualifications & Key skills: 13+ years of leadership experience in customer, commercial, operational marketing, channel development and RGM.Strong planning and network collaboration skillsStrong customer understanding from an execution perspectiveAbility to think from planning to execution and solid system commercial and front line marketingBottling experience would be an added advantageCommunication Focus Internal communication includes providing network inputs to and output from Franchise, Marketing, Bottling for end to end program execution.External communication includes customer engagement, Bottling and Government departments including Railways Ministry, Railway Board and Divisional Railway HQsInfluencing and negotiation skills are essential for these roles as they will influence taking action on their strategies as well as securing investment for those to be implemented.Skills: Sales Process; Business Planning; Influencing; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Waterfall Model; Consultative Sales Management; Sales Forecasting; Group Problem Solving; Communication; Operational Assessment; Long Term Planning; Business Development; Solutions Selling