Senior Manager Franchise Operations- UP East

Job Location – Varanasi/ Lucknow/ Prayagraj

What You’ll Do For Us

• The incumbent of this role is responsible for P&L of that geography for the system and the OU, both
• Size of Business between 100-120 mn uc
• The incumbent is responsible for expanding the capability for Long Term Deliveries for Franchise/BIG Bottlers
• The incumbent is accountable for managing, expanding and building the performance through metrics such as Scorecard on bottler Capability & Execution (RED, Deep Red Etc)
• Manage market dynamics and Market intelligence as a build in on the initiatives
• The incumbent takes additional responsibility of local KA
• Responsible for gathering and acting upon Market Intelligence- Consumer choices/consumer behavior with all initiative formulations.
• Consumer Preference / Pricing /Penetration
• 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.
• Manage Bottler brand mix to leverage brand preference and deliver Market share objectives
• 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
• This role requires to align System Partner and KO planning priorities and timing
• 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
• Lead action in building underdeveloped Bottler functions such as Market Execution, Marketing, Supply Chain and HR.
• Building alignment with Bottler and ensure rapid execution of decisions through internal management process
• Need to maximize efficiencies, decision making and learning vertically within the KO and Bottler Partner, System structures and horizontally across markets
• Business Performance / Budgets
• Achieve volume and market share objectives as per BP.
• Manage and track Unit Cases shipments with Bottler
• Set up, track and manage Bottler DME/DFR budgets. Ensure rapid processing of Bottler claims.
• Business Planning
• Coordinate the development of Annual BP for the bottler’s aligned with the vision of the BU
• Ensure execution of annual BBP. Report and follow-up with senior local Bottler management
• Ensure execution of annual Customer & Commercial Business Plans

Work Scope

• This role is about managing INSWAOU’s independent franchise/BIG bottlers its entire geography which has a collective population of over (varying for varying territories) people and volume of over 60-70 mn uc 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 complexity would be maintaining sensitivity of managing with Bottlers Owners, and their teams without losing the larger perspective of inspiring each one with communication techniques to be deployed.
• The position must interact with: Bottler Owners, Next Gen (For FBO), ZVP’s, SM’s, ASM’s for BIG, Franchise/BIG Bottler Senior Management, Region/Division/Cluster Function Managers, Marketing Managers/ Brand Directors/Marketing Team, Technical & Supply Chain Managers

Qualifications & Requirements

• 10-12 years+ of work experience in FMCG/Beverage industry in managing Sales operations at regional level
• Past track record of managing interactions at Senior level of Customers
• Experience in concept selling and working in matrix org environment will be a plus.
• Mastery of General Management, Sales Management, Commercial & Financial Aptitude, Communication & Influencing Skills, Supply Chain Knowledge

Skills

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

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.