Job Description

Role Overview

The Senior Director - Integrated Ops & Commercial Excellence is the single-point business owner for end-to-end commercial, franchise, and front-line marketing performance across

Cluster 1 (APT, Odisha, Rajahmundry)

.


This role integrates

Franchise Leadership and Front-Line Marketing (FLM)

accountability to drive

revenue, volume, share, transactions, brand execution, and system profitability

through deep bottler partnership, disciplined execution, and strong marketing activation.


The incumbent will steward the total portfolio across channels, customers, and geographies--ensuring tight alignment between

commercial strategy, market execution, marketing activation, RGM, and capability building

--while serving as the primary interface between

The Coca-Cola Company and bottling partners

in the cluster.

Focus, Scope & Impact

Own

end-to-end regional P&L delivery

across APT, Odisha, and Rajahmundry through integrated commercial and marketing execution. Act as the

primary leadership interface

with bottlers, customers, and internal OU stakeholders for all franchise and FLM matters. Drive

portfolio growth, execution excellence, and brand superiority

across channels and geographies. Ensure disciplined

business planning, performance management, and governance

across the cluster. Lead and develop large, multi-disciplinary teams across franchise, marketing activation, and execution.

Key Responsibilities

Integrated Commercial & Franchise Leadership

Lead

weekly/monthly performance management

across revenue, volume, share, transactions, net outlets, SOVI, and pricing. Execute annual business plans in partnership with bottlers; course-correct through contingency planning as required. Steward bottler economics, distribution capability, outlet execution, expansion benchmarks, and profitability. Lead governance routines, bottling contracts, and national supply chain agreements; resolve issues through strong system leadership. Manage discretionary budgets aligned to regional priorities and execution needs. Monitor market dynamics and competitive activity; translate insights into execution actions.

Front-Line Marketing & Brand Execution

Own

local market execution of brand, category, and portfolio strategies

, ensuring alignment with OU priorities. Drive localization, amplification, and flawless execution of

IMX campaigns and innovation launches

within franchise units. Lead local media buying (where not centrally executed) in partnership with Marketing Procurement. Own local

brand activation, POS execution, promotions, experiential marketing, and events

in close coordination with bottlers. Partner closely with C&CL to strengthen

customer and shopper marketing agendas

and key customer relationships. Ensure disciplined deployment and tracking of DME investments against clear success metrics.

Revenue Growth & Portfolio Optimization

Ensure integration of

RGM strategies

into brand, pack, price, and channel plans. Optimize brand and package mix to maximize revenue, margin, and trade pricing effectiveness. Balance short-term execution with long-term portfolio and profitability priorities.

Capability Building & Team Leadership

Assess bottler commercial and marketing capabilities using global diagnostics; close gaps through structured action plans. Standardize capability-building approaches across bottlers based on segmentation. Lead, coach, and develop large cross-functional teams (20+), building a strong pipeline of future leaders. Drive disciplined business routines, scorecards, and execution cadences across the cluster.

Experience & Qualifications

Bachelor's degree in Business, Marketing, Finance, or Management; Master's degree preferred.

1

2

+ years of experience

in CPG/FMCG with deep exposure to

franchise management, commercial leadership, and front-line marketing execution

. Proven leadership of large, complex teams across geographies. Strong experience working with

bottlers, customers, and cross-functional OU teams

. Demonstrated success in delivering sustained

revenue, volume, and market share growth

. Strong commercial, financial, and business acumen with hands-on execution orientation.

Critical Capabilities

Integrated franchise and marketing leadership mindset. Strong stakeholder influence across bottlers, customers, and internal leadership. Deep understanding of

market dynamics, execution excellence, and activation mechanics

. Ability to balance strategic thinking with on-ground execution. High ownership, decisiveness, and system leadership maturity.

Skills:

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


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.