Senior Director

Role Overview
The
Senior Director, Franchise – West
will be responsible for leading, inspiring, and aligning the Coca-Cola ecosystem in West India to deliver profitable and sustainable growth. This role will shape the shared vision for the region, driving system alignment and stewarding investments across the portfolio, channels, customers, infrastructure, and capabilities.

As the senior-most Franchise leader for West India, you will oversee company operations, manage bottler partnerships, and lead a high-performing team to achieve both short-term results and long-term business transformation.

Key Responsibilities
Business Leadership & P&L Delivery

• Lead the delivery of volume, revenue, and value objectives for West India through franchise managers.
• Drive profitability by optimising brand/pack value, ensuring fair system value sharing, and delivering OPEX efficiencies.
• Champion Customer & Commercial Leadership plans, integrating Revenue Growth Management (RGM) strategies to maximise revenue and market share.

Business Planning & Execution

• Develop and implement robust long-range and annual business plans, aligned with bottlers via the joint business planning process.
• Provide a holistic view of the system by integrating portfolio, channel, operational, and financial priorities to unlock growth.
• Monitor market performance, re-plan where required, and ensure excellence in local execution of commercial strategies.
• Establish benchmarks for distribution, outlet execution, and market expansion while ensuring bottler performance standards are consistently met.
• Anticipate risks, monitor competitive activity, and implement contingency plans to safeguard business performance.

Bottler & System Partnership

• Serve as the primary franchise leader and single point of contact with bottling partners in the West.
• Build and sustain long-term, "win-win" strategic partnerships with senior bottler management.
• Negotiate execution and investment frameworks for commercial and trade initiatives, ensuring mutual value creation.

External Stakeholder Management

• Represent Coca-Cola with governments, NGOs, trade associations, and industry bodies to strengthen the Company's position and reputation.
• Maintain strong cross-functional communication within the Operating Unit and the regional system to align strategies and execution.
• Influence and advise executive leadership on matters of strategic importance.

People & Capability Development

• Lead and inspire a team of ~4 FTEs while influencing larger bottler and system partner teams.
• Build organizational capability by investing in talent development, enhancing leadership capacity, and fostering a high-performance culture.
• Drive digital adoption, modern work practices, and capability development to future-proof the system.

Minimum Qualifications & Requirements

• 15+ years of relevant business experience, with at least 5 years in senior management.
• Strong commercial, customer, and operational leadership experience.
• Proven success in delivering business results with bottling partners, navigating complex challenges, and building system capabilities (RGM, RTM, RED, Segmentation, Customer Management).
• Demonstrated ability to lead diverse teams, communicate with influence, and manage senior-level stakeholder relationships.
• High degree of learning agility and ability to lead through ambiguity.
• Strong appreciation of digital tools and analytics to drive business performance.

Key Skills & Competencies
Influencing for Results

• Strategic Negotiation & Alignment: Balance immediate business outcomes with long-term system value creation.
• Communicate with Impact: Deliver compelling narratives to engage and align diverse stakeholders.
• Business Integration: Connect cross-functional priorities into one coherent business strategy.

Partnering for Growth

• Value Chain Economics: Strong understanding of bottler P&Ls and system value-sharing models.
• Revenue Growth Management: Leverage pack, price, and channel strategies for sustainable growth.
• Business Planning Excellence: Align macro strategies with regional execution, anticipating risks and opportunities.

Execution with Competitive Edge

• Market & Consumer Insight: Stay ahead of consumer trends and competitive moves to unlock growth.
• Execution Excellence: Ensure disciplined implementation across system partners and channels.
• Channel Management: Innovate and optimise routes to market to drive penetration and profitability.

What Success Looks Like

• Consistently delivering profitable growth and exceeding market performance benchmarks.
• Strong alignment and trust with bottling partners and key system stakeholders.
• Building a high-performing, future-ready team with strong commercial capabilities.
• Establishing Coca-Cola as the system leader in West India through flawless execution, innovative growth strategies, and cultural impact.

Skills
Influencing; organization

Annual Incentive Reference Value Percentage:30

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.