Senior Director, CCL - Value to Market
Coca Cola
5 - 10 years
Gurugram
Posted: 11/05/2025
Job Description
Location(s):
IndiaCity/Cities:
GurugramTravel Required:
26% - 50%Relocation Provided:
YesJob Posting End Date:
May 21, 2025Shift:
Job Description Summary:
Job Title: Senior Director, Value to Market
Location: Gurugram, INSWA (India & Southwest Asia)
Reports to: Vice President, CCL INSWA
Job Summary: The objective of the role is to build a phygital, all-season RTM model. The role is responsible for integrating INSWA’s digital and physical RTM to develop a Phygital model to deliver a superior customer value proposition and drive operational efficiencies. The aim is to transform the role of sales force from taking orders to maximising value capture at every point of sale. This role will lead the strategic thinking, design, test, implementation, and rollout of new commercial models and platforms to accelerate our top line and market share growth in INSWA OU, leading VTM strategy to cover integrated execution, cold drink development, and customer big data ecosystem building. This role is responsible for executing a hybrid RTM strategy focusing on Urban RTM productivity improvement, building new IC & Rural alternative RTM strategy, and initiating a 2nd platform for emerging category development. Lead RTM digitalisation with bottler, big data building to enable system's commercial and marketing strategy.
Key Responsibilities:
Function Related Activities/Key Responsibilities:
Evolving INSWA Urban and Rural RTM model to optimize the cost to serve, with RTM efficiency improvement through building alternative RTM strategy
Design INSWA RTM of future model in segmented market to transform current RTM model to Omni RTM model meanwhile influence bottling partners to start pilot
Create capacity to drive portfolio selling through clear selling stories and leveraging the digital tools to enable them
Leverage Digital Stack across each leg of RTM value chain - Enable system RTM digitalisation and Segmented execution capability building, cooperate with channel and marketing team
Building outlet-level intelligence through prospecting, segmenting, and driving the Value Proposition
Enabling post-purchase service & data analytics to enable continuous predictive monitoring
Act as SME for all VTM-related discussions/ decisions in the INSWA System
Leverage outside-in knowledge to build a best-in-class RTM model for the INSWA System
Education Requirements:
Bachelor degree and above.
Related Work Experience:
14+ years of leadership experience in Commercial planning and commercial execution with strong skills in RGM, Segmentation, RTM, VTM, Innovation, Channel strategy.
Desirable to have candidates with a mix of sales operations, experience of leading the regional/ portfolio business and a consulting background.
Functional Skills:
Superior understanding of all key execution levers to accelerate on Distribution, Equipment management, Salesforce effectiveness, Out-of-stocks & Cost-To-Serve Optimization using RTM framework (sense, shape and service) and thus grow topline (revenue expansion) and bottom-line growth (cost to serve management)
Thought Leadership – ability to generate new ways of digital-first thinking about our business and identify innovative ways around effective and efficient ways to reach the right consumers
Proven system understanding incl RTM, Customer and Channel knowledge, including deep understanding of the complexities of the end-to-end operations, processes and tools in order to optimize solutions with our customers across channels
Solid analytical and conceptual skills and ability to think from planning to execution and solid system commercial and brand management
Solid Data Interpretation skills – ability to understand complex data and ability to explain to Customers, Bottlers, etc. in a way that is meaningful to their business needs.
Stakeholder management – work seamlessly with stakeholders across the functions (marketing, operations, customer management, bottlers)
Skills:
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.
About Company
Coca-Cola is one of the most iconic and globally recognized beverage companies, headquartered in Atlanta, Georgia. Founded in 1886 by Dr. John Stith Pemberton, Coca-Cola is best known for its flagship product, Coca-Cola soda, but it also offers a wide range of beverages, including Diet Coke, Sprite, Fanta, Minute Maid, and Dasani water. The company operates in over 200 countries, serving millions of customers daily with its diverse product offerings in carbonated soft drinks, juices, bottled water, teas, and sports drinks. Coca-Cola has a long history of branding and marketing, making it one of the world’s most valuable brands.
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