About this role
The Director - Integrated Operations (RGMX & Affordability) is the system-wide owner of Revenue Growth Management and Affordability strategy, accountable for delivering sustainable topline growth, margin expansion, volume, transactions, and share gains across the KO system.
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This role leads the design and execution of RGM frameworks, portfolio and pack-price architectures, pricing and promotion strategies, and affordability interventions-specifically countering insurgent brands across channels and price segments. The role serves as the single point of accountability for affordability strategy, OBPPC design, and economic value delivery, ensuring competitiveness and disciplined execution in partnership with bottlers.
Focus, Scope & Impact
Own and drive system-wide RGM and Affordability strategy, linking inflation-led pricing, mix management, margin expansion, and share growthLead the Affordability and Counter-Insurgent Brands agenda through portfolio design, pack-price architecture, RTM choices, and execution modelsAct as the integrator across Commercial, Marketing, Finance, Supply Chain, Digital, and Bottling partnersEnable stronger NSR capture, higher basket size, improved purchase incidence, and optimized system economics at lower cost-to-serve Key Responsibilities
1. Revenue Growth Management (RGM) & Pricing Architecture
Own the end-to-end RGM agenda, ensuring revenue growth in line with inflation through channel, pack mix, trade, customer, and wholesale leversDesign and govern BPPC / OBPPC frameworks as a core subset of RGM, enabling disciplined pricing and portfolio choices by occasion and channelIdentify and unlock pricing headroom while protecting affordability and competitiveness across price segments 2. Affordability & Counter-Insurgent Brands Strategy
Lead the system affordability agenda to effectively counter local and insurgent brandsShape portfolio, pack-price architecture, pricing ladders, RTM choices, and execution models to win in value and entry price segmentsPartner with bottlers to ensure consistent, scalable, and economically viable affordability execution realisations
3. Innovation as an RGM Lever
Use innovation (product, pack, format, and execution) as a key lever for revenue and margin captureContinuously build business cases that align bottlers and the system toward improved realizations and revenue captureEnsure innovation choices are tightly linked to RGM objectives and affordability needs 4. Channel Strategy & Execution Excellence
Develop and execute channel-specific RGM and affordability strategies in close collaboration with bottlersDrive superior execution across pre-store and in-store environments to improve NARTD basket size and purchase incidenceDesign segmented execution plans with category leads, integrating distribution, velocity, equipment deployment, and salesforce capability 5. MIS, Analytics & Competitive Benchmarking
Build and own robust MIS to track channel-wise pricing, pack-price architecture, and execution for both KO and key competitorsBenchmark RGM practices versus other beverage and CPG players, translating external learnings into system-relevant actionsLeverage outlet-level data and digital tools to identify granular optimization opportunities 6. Capability Building & System Enablement
Lead development of execution excellence tools, RGM playbooks, and governance mechanismsDrive commercial capability building in line with global priorities across Commercial, Marketing, and FinanceUtilize the Bottler Capability Framework to support execution capability expansion, equipment investments, and sales effectiveness 7. Insights, Governance & Decision Support
Own the IE diagnostic agenda, ensuring insights are translated into clear, solution-oriented actionsCommunicate insights effectively to senior stakeholders, including bottlers and GMsEnable fact-based decision-making through metrics-driven planning and performance reviews Impact of the Role
This role is central to accelerating revenue growth, improving system margins, and strengthening execution excellence across channels. Success will be measured through:
Improved NSR capture and margin qualityHigher basket size, purchase incidence, and customer value shareBetter field sales efficiency and strike ratesOptimized product rotation and lower cost-to-serve Qualifications & Requirements
Experience
12+ years of experience in commercial planning, sales, channel strategy, or RGMStrong exposure to portfolio, pricing, and innovation-led growth strategiesExperience working with bottlers/system partners is highly desirable Core Skills & Capabilities
Strategic & Analytical Thinking: Ability to translate strategy into scalable execution across the systemLeadership & Influence: Proven ability to align and lead cross-functional and system stakeholdersRGM & Segmentation Expertise: Deep command of revenue levers, OBPPC, and affordability modelsSystem Economics: Strong understanding of operational and financial trade-offsDigital & Advanced Analytics: Ability to connect data, insights, and execution for growth and efficiency Business Integrations, Business Planning, Channel Management, Communication, Execution Excellence, Market Dynamics, Negotiation, Revenue Growth Management, Value Chain Economics
Location(s): India
City/Cities: Gurugram
Travel Required: 00% - 25%
Relocation Provided: Yes
Job Posting End Date: August 17, 2026
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.
Annual Incentive Reference Value Percentage:30 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.