Manager - Channel

Hindustan Coca Cola Beverages (HCCB); Chennai District; On-site; INR 2,500,000 - 3,600,000; Full time

Job summary

Hindustan Coca Cola Beverages (HCCB) is seeking a Manager- Channel to drive business development and people development through execution standards and channel activation planning. The role covers zonal channel planning, market execution, and key account collaboration in a high‑energy commercial environment.

Ideal candidates have an MBA and 8–10 years of experience in channel management, sales leadership and analytic reporting, with travel up to 50% across zones.

Qualifications

• MBA required with 8–10 years of experience.
• Experience in market execution and capability building across channels.
• Strong skills in planning, analytics and customer management.

Responsibilities

• Program implementation:Train and enable MDs, STLs and teams to achieve skill indices and execution standards.
• Recruitment and certification governance for MDs across general trade, key accounts and rural markets.
• Report capability scores and keep skill trackers updated for corporate review; monitor Red Trackers and OJT schedules.
• Prepare and update the zonal channel plan, budgets, focus areas and activity programs to meet targets.
• Drive channel development by understanding local drivers and implementing national programs; assess profitability impact.

Skills

Market Execution

People Management

Sales Management

Customer Management

Financial Knowledge

Planning & Analytics

Education

MBA

Job description

Job Description

Objective: Drive business development and people development through creating the culture of execution and ensuring execution standards are achieved through execution capabilities and to plan and drive implementation of all channel related activities like placement of activation elements, promotional activities, key account development in order to better understand and serve the needs of the customer in each channel

Title:Manager- Channel

Function:Commercial

Job Responsibilities

1. Program implementation: Implement training modules and impart training to MDs , STLs etc as per the training calendar to achieve the skill index of the zone , and also ensure execution based market working.

2.Recruitment and Certification: Monitor process adherence for Recruitment of and Certification of MDs for general trade, key accounts and rural markets

3.Review and Reporting: Report capability scores and related data as well as skill level tracker in specified format to Corporate; monitor Red Trackers/OJT’s and PJP schedules by sales team to ensure compliance as per the norms set in capability plans

4.Zonal Channel Planning: Prepare, review and update the zonal channel plan, channel budgets, focus areas and activities and programs to achieve the channel development targets for the zone

5.Channel Development: Understand the local consumption drivers in various channels, work with accounts in various channels identify their needs, develop and drive consumption building programs, drive implementation of national programs, track effectiveness of these programs and provide feedback to the corporate team

6.Market execution: Approve requests for placement of activation element and other collaterals, place order for the same with vendors; monitor deployment of the activation elements and execution within the channels as per RED and DEEP RED standards

7.Key Account Management: Work with Key Accounts team to work out marketing budgets and assist in negotiations for key accounts in various channels, monitor activation of key accounts and execution as per DEEP RED standards, analyze existing accounts in various channels to help improve profitability.

8.Business Analysis: Use research data to track Market Shares / Availability movement across unit, map competition activities and identify gaps & growth opportunities in various channels as per PITA model

Supervises: MOEs, Cap Dev TLs
Reports To: Commercial Head
Key Customers: Sales Team at the Zone, Finance, Legal, RTM
Internal Customers: Ops and Commercial Teams
External Customers: Vendors, Suppliers, Distributors, Key Accounts, Agencies, Customers

Job Requirement

Qualifications: MBA

Experience:8-10 Years

• 1. Market Execution-Mastery


• 2. People Management (Capability Building)-Mastery


• 3. Sales Management-Working Knowledge


• 4. Customer Management-Mastery


• 5. Financial Knowledge-Application and Appreciation-Working Knowledge


• 6. Market Execution-Mastery


• 7. Planning and Analytics-Competent

Travel: 50% Travel