Job Description Summary:

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 growth

Lead the Affordability and Counter-Insurgent Brands agenda through portfolio design, pack-price architecture, RTM choices, and execution models

Act as the integrator across Commercial, Marketing, Finance, Supply Chain, Digital, and Bottling partners

Enable 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 levers

Design and govern BPPC / OBPPC frameworks as a core subset of RGM, enabling disciplined pricing and portfolio choices by occasion and channel

Identify 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 brands

Shape portfolio, pack-price architecture, pricing ladders, RTM choices, and execution models to win in value and entry price segments

Partner 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 capture

Continuously build business cases that align bottlers and the system toward improved realizations and revenue capture

Ensure 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 bottlers

Drive superior execution across pre-store and in-store environments to improve NARTD basket size and purchase incidence

Design 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 competitors

Benchmark RGM practices versus other beverage and CPG players, translating external learnings into system-relevant actions

Leverage 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 mechanisms

Drive commercial capability building in line with global priorities across Commercial, Marketing, and Finance

Utilize 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 actions

Communicate insights effectively to senior stakeholders, including bottlers and GMs

Enable 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 quality

Higher basket size, purchase incidence, and customer value share

Better field sales efficiency and strike rates

Optimized product rotation and lower cost-to-serve

Qualifications & Requirements

Experience

12+ years of experience in commercial planning, sales, channel strategy, or RGM

Robust exposure to portfolio, pricing, and innovation-led growth strategies

Experience working with bottlers/system partners is highly desirable

Core Skills & Capabilities

Strategic & Analytical Thinking: Ability to translate strategy into scalable execution across the system

Leadership & Influence: Proven ability to align and lead cross-functional and system stakeholders

RGM & Segmentation Expertise: Deep command of revenue levers, OBPPC, and affordability models

System Economics: Strong understanding of operational and financial trade-offs

Digital & Advanced Analytics: Ability to connect data, insights, and execution for growth and efficiency

Skills: 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 to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.

📌 Director, Integrated Ops - Affordability + RGMX (Gurugram)
🏢 Coca-Cola
📍 Gurugram