Director, Franchise – West Bengal

This role is about managing West Bengal's independent franchise bottlers 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 organisation- as related resources are sitting in different functions across the OU (Operating Unit)

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

Location – Kolkata, India

Key Responsibilities:

Function Related Activities/Key Responsibilities: 

• The incumbent of this role is responsible for the 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 maximise 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-year 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/analyse 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 ensuring rapid execution of decisions through the internal management process

• Manage market dynamics and Market intelligence as a built-in on the initiatives

Related Work Experience:

• MBA from a reputed institute

• 10-14 years of work experience in the FMCG/Beverage industry in managing Sales operations at the regional level

Functional Skills:

• Skills in areas General Management, Sales Management, Commercial & Financial Aptitude, Communication & Influencing Skills and Supply Chain

• Experience in concept selling and working in a matrix org environment will be a plus

• Past track record of managing interactions at the Senior level with Customers/ stakeholders

Distribution Operations Management; Customer Relationship Management (CRM); Annual Business Planning; Business Plan Implementation; Financial Performance Management; Teamwork; Channels Strategy; Negotiation; Contract Management; Strategic Leadership; Capacity Planning