Manager, Customer Development - eGrocers (eB2C)

Coca-Cola HBC; Gurgaon; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

The Coca-Cola Company is seeking a senior customer leader to drive sustainable growth across eCommerce and Quick Commerce partners such as Zepto, BigBasket, BB Daily and other digital platforms. The incumbent will lead development and execution of integrated short-, mid- and long-term customer strategies that accelerate revenue, profit and market share growth.

The role owns strategic partnerships, builds long-term value-based relationships with key stakeholders, and delivers best-in-class

Qualifications

• 6+ years in customer management, key account management, or related commercial roles.
• Experience with eCommerce and/or Quick Commerce preferred.
• Proven ability to negotiate, plan jointly with partners and execute commercially.
• Strong commercial acumen with translating strategy to actions and outcomes.
• Strong analytical capabilities to leverage data for decisions.
• Excellent planning, collaboration, and stakeholder management skills.
• Understanding of consumer, shopper and digital commerce dynamics.

Responsibilities

• Develop long-range, annual and quarterly business plans to deliver revenue, profitability and share growth.
• Lead Joint Business Planning (JBP) and Total Trade Investment negotiations to maximize value.
• Create customer-relevant portfolio and occasion strategies to drive basket and conversions.
• Design activation calendars aligned with events and campaigns for impactful in-store activation.
• Drive RGM initiatives including assortment, pricing, promotions and investments.
• Own customer performance analytics: price tracking, compliance, fill rates, scorecards.
• Leverage insights to strengthen category planning and negotiations.
• Define shopper-relevant category bundles and activation mechanics for channels.
• Co-develop channel development plans with Bottling partners and ensure operable readiness.
• Collaborate with Supply Chain, Customer Operations, and Operations teams for availability.

Skills

Customer Management

Key Account Management

Commercial Management

Revenue Growth Management

Analytical Thinking

Stakeholder Management

Communication Skills

Job description

Job Description Summary: Focus, Scope & Impact

The role is responsible for driving the sustainable growth of The Coca-Cola Company's business across leading eCommerce and Quick Commerce customers, including Zepto, BigBasket, BB Daily and other emerging digital commerce platforms. The incumbent will lead the development and execution of integrated short-, mid- and long-term customer strategies that accelerate revenue, profit and market share growth by driving shopper conversion, basket incidence and category expansion. This role owns strategic customer partnerships, building long-term, value-based relationships with key stakeholders to unlock joint growth opportunities and deliver best-in-class commercial outcomes. Acting as the voice of the customer within the Coca-Cola System, the role brings customer, shopper and channel insights into portfolio, category and commercial planning to ensure programs are relevant, differentiated and flawlessly executed at the point of purchase. Working closely with OU Category, Marketing, Revenue Growth Management (RGM), Customer Operations and Bottling partners, the role develops integrated occasion-led activation plans that combine portfolio, pricing, promotions and experiential marketing to maximize shopper impact. The role serves as the System expert for the eCommerce and Quick Commerce channel, providing leadership on consumer trends, shopper behaviour, customer priorities and execution capabilities to shape channel strategy and drive competitive advantag,

Key Deliverables

• Develop and execute customer-specific long-range, annual and quarterly business plans that deliver sustainable revenue, profitability and share growth.
• Lead Joint Business Planning (JBP) and Total Trade Investment (TTI/TOT) negotiations to maximize customer value and commercial returns.
• Develop customer-relevant portfolio, category and occasion strategies that drive basket incidence, shopper conversion and premiumization.
• Design integrated activation calendars aligned to customer events, seasonal moments and key consumption occasions while partnering with Marketing to deliver impactful path-to-purchase and experiential activations.
• Drive Revenue Growth Management (RGM 2.0) initiatives through assortment optimization, SKU productivity, pricing architecture, promotional mechanics, innovation and commercial investment strategies.
• Own customer performance management through robust analytics, including price tracking, agreement compliance, fill rates, assortment performance, promotional effectiveness and customer scorecards.
• Leverage advanced analytics and customer insights to strengthen category planning, improve commercial negotiations and identify incremental growth opportunities.
• Define shopper-relevant category bundles, pack-price architectures and activation mechanics tailored to customer priorities and channel dynamics.
• Co-develop and align channel development plans with Bottling partners, ensuring alignment on portfolio priorities, activation plans, execution excellence and operational readiness.
• Partner closely with Supply Chain, Customer Operations and Operational Planning teams to ensure seamless product availability and service execution across customers.
• Build trusted relationships with senior customer stakeholders while representing the Coca-Cola System through collaborative, value-creating partnerships.

Qualifications & Experience

• 6+ years of experience in Customer Management, Key Account Management, Commercial, Category Management, Revenue Growth Management or Operational Marketing organisation.
• Prior experience managing eCommerce and/or Quick Commerce customers is strongly preferred.
• Demonstrated experience in customer negotiations, joint business planning and commercial execution.
• Strong commercial acumen with the ability to translate strategy into execution and measurable business outcomes.
• Strong analytical capability with experience leveraging data to influence customer strategy and commercial decisions.
• Excellent planning, collaboration, communication and stakeholder management skills.
• Strong understanding of consumer, shopper and customer dynamics across modern trade and digital commerce.
• Ability to influence across cross-functional teams and manage complexity in a matrix organization.

Communication

• Internal Communication Partner with Marketing, Category, Revenue Growth Management, Customer Operations, Supply Chain and Bottling partners to develop integrated customer strategies and path-to-purchase activations. Provide strategic direction on communication requirements for customer-specific campaigns, occasion-based activations and in-store execution.
• External Communication Build and manage strategic relationships with customer leadership teams, agencies and Coca-Cola Bottling partners. Lead commercial negotiations, business reviews and joint planning sessions to drive mutual growth and long-term partnerships.
• Strong influencing, negotiation and stakeholder management capabilities are critical to align multiple partners, secure investments and successfully execute strategic business priorities.

Skills

Location(s): India

City/Cities: Gurugram

Travel Required: 26% - 50%

Relocation Provided: Yes

Job Posting End Date: September 11, 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. The Coca-Cola Company is a global community of passionate employees who are refreshing the world and making a difference every day. Innovation has been at the heart of our story since 1886. It goes beyond new flavors and brands. Learn more about our system and how we’re making an impact. As a global organization, we seek opportunities to embrace and champion progress. Our careers span across functions and are globally connected to give you an unmatched career experience. We’re glad you’ve chosen to explore your next career opportunity with The Coca-Cola Company. Learn more about our hiring process and pick up tips on how to showcase your experience and skills so you can stand out and thrive. The Coca‑Cola global business system is composed of The Coca‑Cola Company (TCCC), its subsidiaries and 225 bottling partners around the world. Search jobs throughout our system.