Director, Integrated Ops - Affordability + RGMX

optimised

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 

• Strong 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