Director, Franchise Operations - Mainstream

The Coca-Cola Company • Plano, TX

6d • $145,000 - $169,000

About The Position

The Director, Franchise Leadership – Mainstream serves as the primary strategic business partner between The Coca-Cola Company and Mainstream Bottlers across the CCSWB & MS Region. The role strengthens system alignment, accelerates profitable growth, and drives marketplace excellence across the Coca-Cola beverage portfolio. Reporting to the Senior Director II, Franchise Operations, the Director translates aligned commercial priorities into bottler-specific operating plans and collaborates with multiple stakeholders to deliver volume, revenue, transactions, share, and profitable growth objectives. The role connects commercial strategy with frontline execution, maintains a regular in-market cadence across assigned geographies, leads follow-through on corrective actions, identifies shared execution and capability gaps, and builds capabilities with bottler partners’ functional teams. It is an experienced individual-contributor position that escalates material risks, resource needs, and trade-offs with clear recommendations.

The successful candidate demonstrates a growth mindset, continuously identifying opportunities to improve performance, challenge conventional thinking, use insights, build organizational capabilities, and inspire Company and bottler partners to pursue innovative solutions that create sustainable value for the Coca-Cola system.

The position is based in Plano, Texas, requires 26%–50% travel, and offers relocation. The posted U.S. base pay range is $145,000–$169,000, with a 30% annual incentive reference value. Base pay may vary based on geography, job-related knowledge, skills, and experience. A range of medical, financial, and/or other benefits is offered, dependent on the position. Hired candidates must verify identity and U.S. work eligibility and complete Form I-9 upon hire.

Requirements

• Bachelor’s degree in Business, Marketing, Management, or a related field.
• At least 7 years of experience in a CPG organization across sales, key account, franchise management, or operations, including responsibility for business execution within an assigned market or geography.
• Demonstrated success translating annual strategies into territory operating plans, forecasting performance, managing customer or distributor relationships, and leading corrective actions that improve results.
• Strong commercial and financial judgment, including experience with revenue and operating P&Ls, resource prioritization, selling, and negotiation in a complex franchise or entrepreneurial environment.
• Strong understanding of channel marketing, customer and outlet execution, syndicated research, and competitive analysis, with the ability to combine data and frontline insights to identify execution priorities.
• Ability to travel 26%–50%.
• Must verify identity and eligibility to work in the United States and complete Form I-9 upon hire.

Nice To Haves

• Master’s degree.

Responsibilities

• Serve as the primary strategic liaison between The Coca-Cola Company and Mainstream Bottlers leadership teams.
• Drive performance across all categories, brands, and packages in the assigned geography, supporting profitable volume, revenue, transactions, mix, and share growth through territory priorities and accountable execution.
• Lead territory deployment of aligned commercial strategies and initiatives, establishing operational readiness, sequencing, ownership, and adoption with Commercial and other functional teams.
• Coach, influence, and support bottlers in marketplace execution, including performance in Market Street Challenge and effective use of Market Street Challenge and Execute, Sell Hunt capabilities.
• Build executive-level relationships that foster trust, transparency, and mutual accountability.
• Provide strategic input, recommendations, and fact-based insights for annual and long-range Joint Business Plans (JBPs).
• Develop and activate contingency plans to protect annual business-plan delivery across revenue, volume, share, net outlets, SOVI, and pricing execution; monitor recovery milestones and results.
• Expand territory potential through Share of Visual Inventory (SOVI), Cold Drink Equipment (CDE), innovation execution, and conversion of category and commercial plans into outlet-level results.
• Align bottler leadership, operations, sales, and frontline teams on priorities across customers, channels, brands, and packages.
• Assess market potential and performance differences, recommend priorities and resource needs to the Senior Director II, and implement agreed choices.
• Participate in weekly and monthly performance routines, integrating business and execution indicators into diagnoses, named actions, and follow-through.
• Identify performance-gap root causes with bottler regional operations teams, agree corrective actions, track recovery, adjust territory plans, and escalate unresolved risks with recommendations.
• Manage assigned discretionary budgets within approved authority; balance territory needs, returns, and execution capacity, and recommend investment trade-offs and additional resource needs.
• Identify regional execution and capability gaps, build capabilities with Region Commercial, Intelligence, RTM, and other functional teams, and share successful practices across bottlers.
• Partner with Franchise Commercial leaders in the bi-monthly planning process, integrating customer, channel, marketing, finance, and supply-chain inputs into a territory execution agenda with bottler commitments.
• Maintain regular in-market visits to validate outlet execution, learn from customers and frontline employees, identify barriers, and bring market insights into bottler plans and regional performance routines.
• Foster a growth mindset by challenging assumptions, identifying growth opportunities, and driving continuous improvement.
• Model The Coca-Cola Company's leadership behaviors.

Benefits

• Medical, financial, and/or other benefits, dependent on the position.
• Access to learning resources and management programs.
• Exposure to global marketing leaders, digital platforms, and marketing insights.

What This Job Offers

• Job Type: Full-time
• Career Level: Director