Director, C&CL - Value to Market Rural

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Job Description Summary:

Director, C&CL - Value to Market Rural

Job Location - Gurgaon

Focus, Scope, & Impact:

• Implement multi-year commercial and capability plans on Rural V/RTM by expanding the system capability and right cost structure for profitability in Rural RTM as well as using Value to Market (VTM) to determine the best approach to reach consumers within the occasion we are targeting.
• Facilitate designing and implementation of the right VTM structure for medium & long term for the 13 Franchise bottlers in India FBO and CBO in the Rural Markets
• Leverage superior understanding of all key execution levers to accelerate rural Distribution (horizontal expansion), Outlet categorization based on potential (Gold, Silver, Bronze) , Must have SKU (vertical expansion), 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
• Track key measures in the VTM function (Fill rates for General Trade (GT) /Other channels/NKA/ Distributor Stock availability index and Continuous Replenishment System (CRS) accuracy).  Drive course correction as needed
• Benchmarking of productivity parameters across units like distribution and freight costs
• Key node in a network of SMEs RTM/VTM concepts
• This role must be able to influence bottlers' investments to achieve our category growth ambition.
• Ability to drive cross-functional support and cross-system alignment - leading and smoothly running alignment and collaboration to ensure that GMs and the system across the OU fully own Rural VTM strategies
• Solid understanding of System business fundamentals and drivers of growth/value across a broad range of markets and business dimensions, advanced commercial finance skills
• To be successful the VTM role(s) need strong communication and collaboration skills as well as highly developed project management, business development and negotiation skills with experience from driving complex cross-functional, cross-system projects involving multiple internal and external stakeholders

Qualifications & Requirements

• 10+ years of experience in Commercial planning and commercial execution with strong skills in route-to-market planning and execution
• Thought Leadership – the ability to generate new ways of thinking about our business and identify innovative ways around effective and efficient ways to reach the right consumers
• Proven system understanding route to market and customer knowledge.  Deep understanding of the complexities of the System including bottler economics and system leverages, processes and tools to optimize solutions with our customers across channels
• Solid Data Interpretation skills – ability to understand complex data and explain to Customers, Bottlers, etc. in a meaningful way to their business needs.

Communication Focus

• Communicate with internal stakeholders and key Bottling partners
• Internal: Communication of market- and specific business opportunities that can be unlocked through route-to-market solutions and priorities and plans to the OU leadership team and other Senior Management
• System: Communication and alignment of key RTM initiatives and the reason why as well as implications with Bottler senior leaders
• External: Communicating with senior leaders of major customers, key advisors and other stakeholders to progress and successfully deliver on key VTM initiatives

Key Knowledge Requirements

Mastery of Required

• ROUTE TO MARKET
• PORTFOLIO MANAGEMENT
• SEGMENTATION
• SUPPLY CHAIN
• COMMERCIAL EXECUTION

Broad expertise in good to have

• SYSTEM ECONOMICS
• CUSTOMER MANAGEMENT
• COMMERCIAL PLANNING
• BRAND MANAGEMENT
• SHOPPER MARKETING

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.