Focus, Scope, & Impact:
- Channel Focus: On Premise Channels including E&D and Colleges
- Channel Strategy: Responsible for Commercial strategy for GT On Premise channels and Colleges for short and long-term includes: ensuring deep channel and shopper insights leading to opportunity mapping and a clear strategy.
- Design Channel Look of Success, Programs and Activation Elements : Data and science backed approach to designing picture of success, planogram, channel and partner programs to drive basket incidence and strengthen our relationship with customers. Develop toolkits for activation according to needs and strategy for each channel.
- Drive Implementation of programs system wide : Lead the network to implement plans and programs for the channel working closely with franchise teams, VTM team and bottler commercial resources to deliver aligned business growth objectives. Lead the annual business plan process for the channel - aligning and ensuring consistency of plans across the OU & bottlers.
- Governance: measuring and driving performance : Define and track KPIs for the channel goals (e.g. SOM, SO$, Incidence, execution, pack/brand performance, etc.), review business performance, and design impactful routines and systems to ensure consistent improvement.
- Build a Community of Practice & System Capability: Share information, insights and knowledge and build the capability of the broader system in this channel - developing platforms and capability in each of our markets to materialize those insights into actions.
- Collaboration: collaborate with VTM for segmentation, RGM for long-term multi-category OBPPC, RED for execution norms, Marketing for integrated plans, Franchise for plans implementation, feedbacks and tracking;
Scope: On Prem (E&D, Paan and Colleges) in India
Qualifications & Requirements: 5-7 years of bottling / FMCG Sales operations experience required.
Communication Focus
- Requires communications with mid-level OU and bottler leaders (14 bottlers). High communication complexity as the opportunity needs to explained and aligned in the context of ongoing business and execution priorities, performance needs to be tracked and course corrections quickly aligned and actioned
- High communication intensity with internal and external stakeholders, and key Bottler partners
- Lead strategic conversations, negotiations and alignment with internal and external stakeholders for Traditional Trade Strategy Implementation.
- Internal: Work collaboratively with other teams, such as Winning @ POS team, Affordability, Marketing, Franchise Units, PAC, & Platform Services (e.g. Planning, Legal, Technical, Finance).
- System: Work with Bottler Trade & Commercial Leadership teams to influence, align and track plans.
Key Knowledge Requirements:
Mastery of Required
- CHANNEL PLANNING
- FRANCHISE LEADERSHIP SKILLS
- SHOPPER MARKETING
- SYSTEM ECONOMICS
- STRATEGIC THINKING AND LEADERSHIP PRESENCE
Broad Expertise good to have
- VTM and RTM
- Assets
- field operations
- MARKETING
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