[Hiring] Senior Director, Franchise Commercial Execution @The Coca-Cola Company

Role Description

The Senior Director II, Franchise Commercial Execution, leads the design, integration, and governance of the end-to-end commercial execution system for Coca-Cola Consolidated, the largest bottler in the North America Operating Unit. The role goes beyond improving execution within today’s framework: it builds the operating model that connects enterprise, category, channel, and customer strategy to bottler adoption, field execution, and measurable marketplace outcomes that deliver sustainable, profitable growth.

Partnering with Franchise, Commercial, Customer, RGM, Marketing, Finance, Supply Chain, Field Operations, and bottler leaders, the role brings fragmented capabilities into one execution architecture with clear decision rights, standards, routines, and accountability. The position leads the Commercial Execution tower and a team responsible for commercial plans and execution results across the total beverage portfolio, including Advanced Hydration, while ensuring market requirements and bottler feasibility shape plans before deployment.

What You'll Do for Us

• Design the future-state operating model.
• Establish a future-ready vision and one-to-three-year plans for commercial execution excellence.
• Define and align decision rights, governance, roles, routines, escalation paths, and accountability across Franchise Operations, Commercial, Customer, RGM, Finance, Marketing, Supply Chain, Field Operations, and bottler leadership; remove disconnected handoffs.
• Connect strategy to marketplace execution.
• Lead the commercial agenda across the total beverage portfolio, translating NAOU category, channel, customer, and geographic priorities into a connected process spanning commercialization, bottler plans, annual execution calendars, field standards, measurement, and corrective action.
• Translate objectives into transaction and volume plans across channels, geographies, customers, and the bottling system.
• Integrate execution capabilities.
• Connect PICOS, ESH, MSC, CDE/coolers, space, commercialization, On-Premise, customer programs, Franchise Operations, and performance tracking into a common execution architecture with consistent standards, owners, measures, and actions.
• Shape plans before field deployment.
• Partner directly with senior Commercial and Customer leaders to incorporate consumer, shopper, customer, and competitive insights alongside execution feasibility, bottler capability, equipment, package, space, supply, and market requirements into plans upfront.
• Align bottler senior leadership on priorities, incentives, performance expectations, and execution requirements.
• Create the performance and intervention system.
• Establish common measures, leading indicators, scorecards, and thresholds that trigger corrective action, escalation, or resource reallocation through agreed governance.
• Improve PICOS compliance, in-stocks, void reduction, merchandising standards, and execution consistency.
• When results miss plan, distinguish strategy, customer alignment, supply, bottler capability, and field execution gaps and direct the appropriate intervention with accountable partners.
• Lead in-year delivery and recommend acceleration actions with Commercial and Finance leaders.
• Build organizational capability.
• Lead the Commercial Execution tower; coach and develop a high-performing team; and establish repeatable approaches, tools, processes, and practices that enable multiple teams to deliver at scale.
• Strengthen data, insights, technology, and analytics in planning and decision-making, and build cross-functional alignment and accountability.
• Protect system value and secure alignment.
• Lead complex negotiations and influence senior franchise, bottler, customer, and NAOU stakeholders.
• Balance customer needs, bottler profitability, system revenue, operating income, volume, and long-term system health in commercial decisions and investment recommendations.

Qualifications

• Bachelor’s degree in business, marketing, finance, economics, or a related field.
• 10 to 12 or more years of progressive experience in commercial strategy, franchise leadership, customer management, Revenue Growth Management, marketing, or a related discipline.
• Demonstrated experience leading commercial strategy and execution in a complex, matrixed organization, including designing operating models, aligning decision rights, and establishing cross-functional governance and accountability.
• Experience translating enterprise strategy into connected commercial and field execution plans, incorporating customer requirements, bottler capability, and execution feasibility before deployment.
• Strong understanding of system economics, revenue and profit drivers, customer economics, and business performance management; ability to balance operational, financial, customer, and people considerations in complex business challenges.
• Experience using data, customer and shopper insights, and competitive intelligence to identify opportunities, establish meaningful execution measures, diagnose performance gaps, and recommend targeted interventions.
• Demonstrated success leading transformation, integrating capabilities across organizational boundaries, and introducing repeatable commercial approaches that multiple teams can adopt at scale.
• Experience working with and influencing senior executives, bottlers, customers, or other business partners; strong negotiation, stakeholder management, executive communication, and storytelling skills.
• Proven people leadership experience, including developing teams, setting priorities, and driving accountability for results.
• Strong strategic thinking, prioritization, long-term planning, and business-case development capabilities.

Preferred Experience

• Experience in the beverage, consumer packaged goods, retail, or bottling industry.
• Expertise in commercial execution strategy, RGM, and business performance management.
• Knowledge of supply chain operations and their connection to commercial execution.
• Experience supporting multiple channels, customers, categories, and geographies.
• Experience developing bottler incentives, execution programs, or performance scorecards.
• Experience connecting PICOS, ESH, Market Street Challenge, CDE/coolers, space, commercialization, On-Premise, and customer initiatives within an integrated execution model.
• Experience developing equipment investment and redeployment decision models or integrated innovation launch systems.

Expected Outcomes

A single, integrated commercial execution system that connects strategy, bottler adoption, and marketplace results, with clearer decisions, fewer disconnected handoffs, faster adoption, and stronger accountability. Success is demonstrated through measurable impact on revenue, volume, share, transactions, outlet growth, availability, equipment productivity, and space, supported by agreed measures and intervention thresholds.

What We'll Do for You

• Global Exposure: Work alongside world-class leaders and gain access to global networks and emerging business strategies.
• Learning & Development: Access to robust learning platforms and leadership development programs to support your growth.
• Purpose-Driven Culture: Join a team that is passionate about making a difference and driving sustainable impact across communities.

Skills

• Business Integrations
• Business Planning
• Channel Management
• Execution Excellence
• High Impact Communication
• Market Dynamics
• Negotiation
• Revenue Growth Management
• Value Chain Economics

Pay Range

United States: 198,000 - 230,000 USD. Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

Annual Incentive Reference Value Percentage

• 50: Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.

Long-term Incentive Reference Value Percentage

• 20: Long-term Incentive reference value is a market-based competitive value for your role.

Location(s)

United States of America

City/Cities

Atlanta

Travel Required

26% - 50%

Relocation Provided

Yes

Job Posting End Date

November 5, 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.

Equal Opportunity Employer

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.