Senior Manager, Franchise

Job Summary: This role is about managing one of our independent franchise bottlers – Superior Group, with volume for the Company. These markets come with their unique characteristics and challenges, so the role will require crafting both a long-term vision as well as working on tactics, collaborating with Bottler teams and BU functional leads to deploy the strategy. Bring to life the networked organization- as there are related resources sitting in different functions across the OU.

This role must be able to articulate business strategy clearly and align multiple stakeholders who come from different functional backgrounds. Internal interface will include other departments, bottlers, Next gen, Vendors & Suppliers.

The incumbent of this role is responsible for P&L of that geography for the system and the OU, both and needs to lead and work with: Bottler Owners, Next Gen Bottlers, Senior Management, Region/Division/Cluster Function Managers, Marketing Managers/ Brand Directors/Marketing Team, Technical & Supply Chain Managers as well as teams on ground

Key Responsibilities:

Function Related Activities/Key Responsibilities:

• The incumbent of this role is responsible for P&L of that geography for the system and the OU, both
• Achieve volume and market share objectives as per BP.
• Manage Bottler brand mix to leverage brand preference and deliver Market share objectives
• Business Performance / Budgets
• Business Planning- Coordinate the development of Annual BP for the bottlers, aligned with the vision of the BU and track execution of the same
• Set up, track and manage Bottler DME/DFR budgets. Ensure rapid processing of Bottler claims.
• Ensure execution of annual Customer & Commercial Business Plans-The incumbent takes additional responsibility of local KA
• Recommend overall brand / price / pack / channel plans for the franchise and ensure inclusion of RGM strategies and programs in the BP / BBP to maximize revenue generation.
• Ensure distribution capability efficiencies, outlet execution and expansion benchmarks and objectives are set and met through the execution of the BP / ABP
• Recommend strategies to ensure Bottlers' production capacity to meet mutually agreed 3 years BP volume objectives by pack size
• Share information with the Bottler, advertising and research agencies to align them on the business trends and formulate cohesive strategies that deliver results. Closely monitor/analyze KPI's such as volumes, distribution, shares and Brand Health scores and take corrective action wherever necessary
• The incumbent is responsible for expanding the capability for Long Term Deliveries for Franchise Bottler- Lead action in building Bottler functions such as Market Execution, Marketing, Supply Chain and HR.
• The incumbent is accountable for managing, expanding and building the performance through metrics such as Scorecard on bottler Capability & Execution (RED, Deep Red Etc)
• Building alignment with Bottler and ensure rapid execution of decisions through internal management process
• Manage market dynamics and Market intelligence as a build in on the initiatives

Related Work Experience:

• MBA from a reputed institute
• 8-12 years of work experience in FMCG/Beverage industry in managing Sales operations at regional level

ey Skills & Competencies

Influencing for Results

• Strategic Negotiation & Stakeholder Alignment: Balance transactional outcomes with long-term relationship value using evidence-backed influence.
• Communicate with Impact: Deliver clear, compelling narratives to align diverse internal and external stakeholders.
• Business Integration Acumen: Understand system-wide dynamics to align cross-functional efforts and measure success meaningfully.

Partner for Growth

• Value Chain Economics: Deep understanding of bottler P&Ls and system value sharing for profitable growth.
• Revenue Growth Management (RGM): Optimise pricing, pack, and channel strategies to deliver sustainable revenue.
• Business Planning Excellence: Align macro strategies with region-specific execution plans, proactively addressing market challenges.

Execution with Competitive Edge

• Market Dynamics & Consumer Insight: Stay ahead of market trends, competition, and consumer preferences to unlock opportunities.
• Execution Excellence: Coordinate flawlessly across bottling partners and internal networks to ensure disciplined execution.
• Channel Management Expertise: Innovate and optimise distribution channels for superior market penetration and profitability.

Success in this role will require:

• A growth mindset with high learning agility.
• Strong collaborative leadership to work across diverse functional teams.
• Ability to navigate ambiguity and drive structured outcomes in a complex ecosystem.
• Passion for building high-performance teams and scalable business models.

Skills

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

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.