**Location - Patna/ Lucknow** **Role Overview** This role owns **end-to-end execution and performance of the Bihar 1 territory** , acting as the single integrator between The Coca-Cola Company and the Bottlers in the region. The incumbent is accountable for translating **business strategy, brand priorities, and marketing plans into flawless marketplace execution** , delivering volume, share, profitability, quality, and brand excellence. The role blends commercial rigor, marketing activation, and operational leadership to ensure sustained system growth. **Key Responsibilities** **1. Business & Financial Leadership** + Own full P&L accountability for the geography, delivering volume growth, market share expansion, and profitability targets. + Lead the development of the Annual Business Plan (BP) aligned with BU strategy; ensure rigorous execution, tracking, and course correction of the ABP. + Set up, monitor, and govern bottler commercial budgets (DME/DFR), ensuring transparency, compliance, and timely claims processing. + Drive optimal brand mix and pricing/pack/channel strategies (RGM) to unlock revenue and margin opportunities. **2. Franchise and Front-Line Marketing (F&FLM) Execution** + Execute the Franchise and Front-Line Marketing (F&FLM) agenda in their territory in partnership with Regional FLM team, Commercial teams, supporting the translation of brand and portfolio strategies into effective in-market execution. + Work closely with Commercial Strategy and Bottler Sales teams to support delivery of share, volume, revenue, and profit targets through disciplined marketplace execution and regular performance tracking. + Support DFR management and BPPC execution by tracking investments, monitoring execution effectiveness, and flagging gaps or risks to relevant stakeholders for timely course correction. + Ensure consistent Front Line Marketing execution across channels and routes-to-market by monitoring execution KPIs, reviewing market performance, and supporting corrective actions with regional and bottler teams. + Lead end-to-end local execution of brand and category strategies, ensuring strong alignment with OU priorities, IMX campaigns, and innovation pipelines, while driving high-quality brand activation, POS excellence, experiential marketing, events, promotions, and selective local media execution in close partnership with bottlers and agencies. + Drive end-to-end execution of label coordination, new launches, and innovation initiatives, ensuring adherence to timelines, execution standards, and quality benchmarks across assigned markets. **3. Strategic Planning & Market Execution** + Deliver customer and commercial business plans, including local and regional Key Accounts. + Recommend and execute long-term brand, price, pack, and channel strategies to enhance system competitiveness. + Ensure distribution reach, outlet execution quality, and expansion plans meet BP and ABP benchmarks. + Anticipate production and capacity requirements in line with medium-term business plans and pack mix evolution. **4. Bottler Capability Building** + Strengthen bottler functional capabilities across Market Execution, Marketing, Supply Chain, and HR. + Drive capability scorecards (RED, Deep RED, etc.), ensuring clear accountability and sustained performance improvement. + Enable faster and sharper execution through disciplined governance, decision-making, and review mechanisms. **5. Market Intelligence & Growth Opportunities** + Track and analyse key KPIs, including volumes, distribution, market share, and brand health; initiate corrective actions where needed. + Monitor competitive activity, market dynamics, and consumer insights to proactively identify risks and growth opportunities. + Share actionable market intelligence with bottlers, agencies, and internal stakeholders to ensure aligned execution. **Key Skills & Competencies** **Influencing for Results** + **Strategic Negotiation & Stakeholder Alignment:** Balance immediate business needs with long-term system relationships. + **Communication with Impact:** Articulate clear, compelling narratives to align diverse stakeholder groups. + **Business Integration Acumen:** Connect cross-functional efforts to deliver holistic system outcomes. **Partner for Growth** + **Value Chain Economics:** Strong understanding of bottler economics and value-sharing models. + **Revenue Growth Management:** Ability to drive sustainable growth through pricing, pack, and channel levers. + **Business Planning Excellence:** Translate enterprise strategy into market-specific, executable plans. **Execution with Competitive Edge** + **Market & Consumer Understanding:** Anticipate market shifts and consumer trends to unlock growth. + **Execution Excellence:** Drive disciplined, high-quality execution through bottler and system partners. + **Channel Management Expertise:** Optimize routes-to-market for penetration, efficiency, and profitability. **What Success Looks Like** + Consistent delivery of BP targets across volume, share, and profitability. + Development of strong, scalable bottler capabilities across functions. + Ability to navigate ambiguity and complexity while delivering structured outcomes. + Establishment as a trusted growth partner to bottlers, fostering long-term collaboration. **Qualifications & Experience** + MBA from a reputed institute. + 8-12 years of progressive experience in FMCG/Beverages, with strong exposure to regional or state-level sales and commercial leadership. + Proven track record of influencing senior stakeholders and delivering results in cross-functional, matrixed environments. **Skills:** Business Integrations; Business Planning; Channel Management; Communication; Execution Excellence; Market Dynamics; Negotiation; Revenue Growth Management; Value Chain Economics 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. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.