Senior Director - Franchise, West

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.

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Skills:
**Influencing; organization