Manager - Channel

About the Role

As a Manager in Channel at Hindustan Coca-Cola Beverages Private Limited, you'll lead business and people development by fostering a culture of precise and effective execution. Your role includes launching and overseeing channel activities such as placement of activation materials, promotional campaigns, and key account management to deeply understand and meet customer demands across various channels.

Key Duties and Responsibilities

• Execute training modules and deliver training to Market Developers (MDs), Sales Team Leaders (STLs), and others according to the training calendar to enhance skills within the zone and ensure market execution standards are upheld.
• Ensure adherence to recruitment and certification processes for MDs across general trade, key accounts, and rural markets.
• Report on capability metrics and skill levels, monitoring compliance with Red Trackers, On-the-Job Training (OJT), and Promotion Journey Plans (PJP) as per organizational norms.
• Develop, review, and update the zonal channel plan, including channel budgets, focus areas, activities, and programs aimed at achieving channel development goals.
• Analyze local consumption trends within channels; collaborate with accounts to identify requirements and design consumption growth initiatives. Oversee national program implementation and assess their effectiveness, providing feedback to corporate teams.
• Authorize placement of activation elements and collateral, manage orders with vendors, and oversee deployment to meet RED and DEEP RED execution standards.
• Coordinate with Key Accounts teams to determine marketing budgets, support key account negotiations, supervise activation execution as per DEEP RED standards, and evaluate account profitability.
• Leverage market research data to monitor market share and availability, map competitor activities, and identify opportunities for channel growth using PITA model.

Team and Stakeholder Management

Supervises Market Operations Executives (MOEs) and Capability Development Team Leaders. Reports directly to the Commercial Head and interacts extensively with sales, finance, legal, operations, and commercial teams internally. Externally, coordinates with vendors, suppliers, distributors, key accounts, agencies, and customers.

Qualifications and Experience

• Master's degree in Business Administration (MBA).
• 8 to 10 years of relevant professional experience.
• Demonstrated mastery in market execution, people management (capability building), and customer management.
• Working knowledge in sales management and financial applications.
• Competent planning and analytical skills.

Additional Information

• The position demands up to 50% travel.