Senior Manager, Franchise – Sri Sarvaraya Foods

This role is about managing INSWA OU's independent franchise bottler across its entire geography WITH MULTI MULLION VOLUME for the Company. These markets come with unique characteristics and challenges during transition, 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.

The incumbent will be expected to bring to life the networked organisation, leveraging resources sitting in different functions across the OU. The role must be able to articulate business strategy clearly and align multiple stakeholders from different functional backgrounds. Internal interfaces 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, and will lead and work closely 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 the ground.

The role is based out of Rajahmundry

Key Responsibilities

Function Related Activities / Responsibilities

• 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.

• Drive business performance, budgets, and profitability.

• Coordinate the development of Annual BP for bottlers aligned with BU vision and track execution.

• Set up, track and manage Bottler DME/DFR budgets; ensure rapid processing of Bottler claims.

• Ensure execution of annual Customer & Commercial Business Plans, including local KA responsibilities.

• Recommend overall brand/price/pack/channel plans for the franchise, embedding RGM strategies and programs to maximize revenue.

• Ensure distribution capability efficiencies, outlet execution, and expansion benchmarks are achieved through the execution of BP/ABP.

• Recommend strategies to ensure bottler production capacity meets 3-year BP volume objectives by pack size.

• Share business insights with bottlers, advertising, and research agencies to align strategies; monitor KPIs (volumes, distribution, share, brand health scores) and course-correct where required.

• Build long-term bottler capabilities across Market Execution, Marketing, Supply Chain, and HR.

• Strengthen performance management through metrics such as RED/Deep RED and bottler capability scorecards.

• Drive alignment with bottlers and ensure rapid decision execution through effective governance.

• Lead market dynamics and competitive intelligence to shape proactive initiatives.

Core Capabilities

Influencing for Results

• Business Integration – Understand TCCC’s strategy, industry trends, and operational dynamics to align with bottlers and stakeholders, ensure seamless integration, and evaluate success through meaningful measures.

• Negotiation – Negotiate strategically and creatively, balancing transactional value with relationship value, using persuasive techniques and risk-reward analysis to align stakeholders and foster collaboration.

• Communicate with Impact – Convey complex ideas clearly and confidently, adapting to diverse audiences, and fostering engagement to drive strategic objectives.

Partner for Growth
4. Value Chain Economics – Master bottler P&Ls, value chain dynamics, and digital tools to drive profitable growth and efficient value sharing across the system.
5. RGM – Leverage portfolio insights, market segmentation, and pricing strategies to optimise penetration, transactions, and profitability.
6. Business Planning – Align long-term and annual strategies with market initiatives, collaborate with stakeholders, and proactively address challenges with actionable region-specific plans.

Execute with Competitive Edge
7. Marketing Dynamics – Understand trends, consumer demand, and competitive pressures to identify opportunities and strategically align bottlers and partners.
8. Execution Excellence – Drive initiatives with precision, collaboration, and detailed coordination across networks and bottling partners.
9. Channel Management – Optimise distribution channels to meet customer needs, profitability, and growth objectives.

Related Work Experience

• MBA from a reputed institute.

• 6–8 years of work experience in the FMCG/Beverage industry, managing Sales operations at the regional level.

Functional Skills

• Strong general management, sales management, commercial & financial acumen.

• Proven communication, influencing, and stakeholder management skills.

• Experience in concept selling and working within a matrix organisation.

• Demonstrated ability to engage with senior-level customers/stakeholders.

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