Senior Manager, Franchise – North Gujarat

Role Summary

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

• 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. 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.

3. 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.

4. 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

Skills:

Business Integrations; Business Planning; Sales Management; Value Chain Economics; Sales; Market Dynamics; Communication; People Management; Execution Excellence; Revenue Growth Management; Negotiation; Channel Management; Strategic Planning; Business; Business Strategies

Annual Incentive Reference Value Percentage:15

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.