Senior Director Integrated Ops - Cluster 1 APT Odisha

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)

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 localisation, 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 Optimisation

• Ensure integration of RGM strategies into brand, pack, price, and channel plans.
• Optimize brand and package mix to maximise 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.
• 13+ 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

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

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.

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