Location: Bangalore, KA IN
Job ID: R-46344
Time Type: Full time
Relocation: No
Post Date: 29 Jan 2021
Job Posting End Date: February 5, 2021
Location – Mumbai / Bangalore

Focus, Scope, & Impact:

Away from Home Channels have been the backbone of the beverage industry. They contribute significantly to packaged beverage consumption occasions and have a major role in recruitment of consumers to the category.

The Travel Channel is a priority Away from Home channel and covers Railways, Airports & Airlines offering a wide range of customer engagement experiences – privatized airports and airlines run by corporations, to government run IRCTC and private catering partners and distributors operating train-side vending.

The Railway Channel is of significant contributor to the business responsibility of the incumbent & straddles a wide consumer demographic span - with annual ridership of over 8Bn & currently low beverage incidence for the Coca-Cola company. Channel dynamics of Railways are highly decentralized and hence two roles have been created to mirror the bottling construct in India – North & East Customer Lead and West & South Customer Lead.

The second element is the Airports & Airlines business - provides access to the NCCS A Consumer Segment and the opportunity to grow the Coca-Cola portfolio in Volume, revenue and profit.  This role will:

  • Lead, design and implement integrated short and mid-term strategies for the customer to drive sustainable revenue and margin growth, win share and consumer incidence
  • Be responsible for stewarding the relationship with key stakeholders through the organization to build best in class value-based relationships.  Maintain centralized direct relationship with Railway agencies like Railway Boards, IRCTC, ISRDC for tasks like centralized listing, key projects.
  • Bring the “voice of this unique customer” into our TCCC program design early to ensure we have the strongest plans possible and can maximize relevance and execution at the POP
  • Partner with OU category teams on occasion-centric activation on key categories to deploy through the channel with an integrated through the line approach (including experiential marketing)
  • Be the System expert on the channel, able to reflect a consumer, shopper and customer perspective as well as a System execution capability within the channel.
  • Key Deliverables:
  • Customer-relevant occasion and portfolio development plans
  • Long range and annual planning for the channel & customer
  • TOT negotiation / New Customer acquisitions
  • Ownership of customer metrics and analysis including price tracking, agreement compliance, fill rates + advanced analytic based approaches to drive category planning and customer negotiation
  • Driving thought leadership on world class execution customized for Railways channel & align Bottling Stakeholders on planning & resourcing for the same
  • Defining shopper relevant category bundles and mechanics & an impactful calendar of activation that ties in with the customers’ activation cycles and briefing marketing accordingly for communications requirements and in outlet experiential requirements + aligning execution requirements with channel leads, country operations and bottler(s).
  • Driving clarity on the channel Revenue pools/ Targeting of occasions, shopper types, bold OBBPC approaches to drive the right assortment, SKU optimization & innovation, terms and conditions and promo mechanics and –spends.  Wiring RGM 2.0 applications and implications into business plans to drive RGM/RTM linked capability with large retailers
  • Co-developing and aligning channel development business plan with bottlers, including brand and package portfolio priorities and activation plans.
  • Working closely with the team operational planners to ensure smooth management of supply through to the customer.


  • West & South of India
  • Individual contributor role

Qualifications & Requirements

  • 7+ years of leadership experience in customer, commercial, operational marketing and frontline CPG sales
  • Strong planning and collaboration skills
  • Strong customer understanding from an execution perspective
  • Ability to think from planning to execution and solid system commercial and brand management
  • Desirable to have candidates with Railways / Travel channel experience

Communication Focus

  • Internal communication includes providing direction to marketing for communications needs for path to purchase activation.
  • External communication includes customer engagement, agency management and working with distribution partners
  • Influencing and negotiation skills are essential for these roles as they will influence taking action on their strategies as well as securing investment for those to be implemented.

Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.

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. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.