The Senior Manager – Franchise Governance & Sales Development is a high-impact, cross-functional leadership role that works as an extension of the Beverages GM’s office. The role is responsible for driving strategic clarity, execution rigor, and governance across the PepsiCo–Bottler ecosystem.

This position plays a pivotal role in translating leadership vision into actionable plans, aligning multiple stakeholders across PepsiCo and bottlers, and ensuring disciplined execution through robust reviews, data-backed decision making, and structured governance. The role requires strong business acumen, deep FMCG understanding, and the ability to influence senior stakeholders without formal authority.

• Strategic & Leadership Support

• Act as a strategic bridge across the Beverages ecosystem, including PepsiCo & bottler leadership, Marketing, Insights, Franchise, Channel teams, RGM, Finance, GTM & Commercial Capability team, and Supply Chain.
• Support the beverages GM & leadership team in
  • Developing medium- & long-term Strategies using data, research & insights
  • Translating strategic intent into clear, executable action plans
  • Driving data-based decision making through structured reviews & performance tracking

2. Annual Operating Plan (AOP) & Joint Business Plan (JBP)

• Own the AOP & JBP processes end-to-end.
• Partner with the Beverages GM to:
  • Define the strategic pillars & priorities of the year
  • Structure and build AOP & JBP narratives & presentations
• Stitch inputs & initiatives from all cross-functional teams into a single cohesive business plan
• Develop detailed projections & performance views of Volumes & Growths:
  • Year-on-year and Month-on-Month
  • Geo x Brand x Pack

3. Quarterly & Monthly Business Initiatives

• Ideate, plan and execute in close collaboration with bottler leadership and internal teams:
  • Sales Incentive Programs
  • Brand-led Contests
  • Portfolio-level Consumer Programs

4. Franchise Governance & Performance Reviews

• Drive the key review forums:
  • Quarterly Commercial Councils (CC) with bottler leadership
  • Monthly Organizational Review (MOR)
  • Weekly Operating Council (WOC)
• Lead compliance for the 9 Franchise Fundamentals (9FF)
  • Enable system alignment with IB-defined franchise standards
  • Document, track, and maintain proofs of compliance.
  • Highlight gaps, risks, and corrective actions to leadership

5. Project Management & Transformation Initiatives:

• Lead & support high-impact, cross-functional Transformation/Horizon 3 Projects such as
  • Big data-led clustering & resource allocation
  • Weather-integrated automated sales forecasting
  • Representing beverages in PO1 projects (Label Process optimization)
• Channel-specific programs:
  • Traditional Trade (TT): Ideate, Plan & Execute large-scale, data-backed sampling programs
  • Wholesale (WS): Activate WS channel by aligning Promotional programs with the bottler
  • Away-From-Home (AFH): Support deployment of AFH price pack architecture and execution playbooks
  • Rural: Partner with GTM & Commercial Capability team & bottler leadership to deliver Rural Sales automation & programs
  • E-Comm/Q-Comm: Bring E-Comm/Q-Comm team to participate in holistic business initiatives
• Trade Programs: Support bottler-led trade programs including Retailer Loyalty app

6. New Launches & Innovations:

• Support Commercialisation & Brand teams with robust volume forecasting
• Partner with Trade Marketing Manager to
  • Develop comprehensive launch playbooks
  • Define success KPIs & performance benchmarks
• Enable leadership with Data-driven insights to support launch & scale decisions

Education:

MBA from top Business School

Experience:

• Minimum 5 years of post-MBA experience
• Minimum 3 years of experience in FMCG with at least one stint as an Area Sales Manager or equivalent frontline role.

Technical & Analytic Skills:

• Advanced proficiency in Excel and PowerPoint.
• Strong comfort with data analysis, dashboards, and performance reviews.

Core Competencies:

• Strong strategic thinking and business acumen.
• Exceptional written and verbal communication skills.
• High ownership mindset with outstanding project management and organizational capability.
• Ability to influence senior stakeholders and cross-functional teams without direct authority.
• Tech-savvy and curious about new-age tools, data, and automation.
• Comfortable operating in ambiguity and high-pressure leadership environments.