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

Role Description

The Sr. Director, Franchise Operations serves as the primary point of contact representing the total region portfolio for the FSOP Channel and will steward the development of the brands, with primary accountability for growing revenue, volume, share, and transactions. We are looking for candidates with bottling or general management experience who can build relationships and execute our strategies across our network.

• Responsible for weekly/monthly performance management, which includes reporting on revenue, volume, share, and transaction metrics.
• Monitors performance versus execution objectives, re-plans as necessary, and provides feedback to key stakeholders. Also manages discretionary budgets based on regional need.
• Executes the commercial strategy and plans with franchise (bottling partners) owners for local market execution.
• Responsible for collaborating on the contingency plan to deliver annual business plan performance in channels to include revenue, volume, share, net outlets, SOVI (share of visual inventory), and pricing.
• Standardizes a common approach to capability building based on bottler segmentation.
• Assesses local Bottler commercial capabilities against established commercial strategies and objectives using the core measures within the Global Commercial Leadership Diagnostic Analysis Model; identifies gaps and develops action plans to improve capabilities.
• Coordinates training/development, enables more effective processes, scorecards, and business routines to achieve the annual business plan.
• Work with Franchise Commercial Director to steward the planning process that is in place bi-monthly, ensuring all customer plans are included.
• Be the SME for FSOP Channel Plans and work with respective Directors and their sales teams at the bottlers to execute the plan. Participate in all channel planning routines from Atlanta.
• Provides Bottler performance feedback to Franchise Leadership, “serving as voice of the market.”
• Monitors market conditions and reports competitive activity to management, Bottler, and local associates in order to understand program effectiveness and any implementation barriers.
• Work with Commercial Director to support the development of commercial stewardship bi-monthly planning.
• Ensure all National Foodservice and Regional customer plans are communicated within the planning process to ensure end-to-end execution.
• Responsible for negotiating and resolving bottling contracts and National Supply Chain agreements as well as governance agreements and managing governance routines.

Qualifications

• Bachelor’s degree in Business, Marketing, or Management; a Master’s degree is preferred.
• 10 or more years in a CPG organization responsible for direct sales, key account, or franchise management with P&L responsibility.
• Must have experience as a Business Partner with direct Bottler or manufacturing experience in the Food and Beverage industry and how to develop capacity plans to meet customer demand.
• Must have experience with annual business planning, forecasting, customer and distributor management, and demonstrate a track record for delivering positive revenue results.
• Demonstrate passion for selling, negotiating, and relationship building in an entrepreneurial environment.
• Understanding of channel marketing, syndicated marketing research, competitive analysis, and how to utilize this knowledge to drive sales.
• Must possess excellent relationship-building skills, as well as strategic leadership abilities.
• Distribution center knowledge is ideal.
• The ability to influence outcomes and be persuasive is ideal.

Benefits

• Exposure to World-Class Leaders: Access to global leaders that will expand your network and expose you to emerging technologies and techniques.
• Iconic Brand: Work on the most recognized brand in the world and be part of developing the brand's next chapter.
• Learning Culture: Access to resources that give you the tools to continually develop your skills and knowledge.

Requirements

• Travel Requirements: Up to 50%.
• Preferred Location: Pittsburgh, PA.

Company Description

The Coca-Cola Company will not offer sponsorship for employment status (including, but not limited to, H1-B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require The Coca-Cola Company's sponsorship to continue to work legally in the United States.

• Skills: Business Integrations, Business Planning, Channel Management, Communication, Execution Excellence, Market Dynamics, Negotiation, Revenue Growth Management, Value Chain Economics.
• Pay Range: United States: 174,000 - 204,000 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: 30. 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.
• Location(s): United States of America.
• City/Cities: Atlanta.
• Travel Required: 26% - 50%.
• Relocation Provided: No.
• Job Posting End Date: November 5, 2026.