Director, Franchise Operations - North

Coca-Cola • Plano, TX

5d

About The Position

The Director, Franchise Leadership – North Zone serves as the primary strategic business partner between The Coca-Cola Company and Coca-Cola Southwest Beverages (CCSWB) across the North Zone. The role strengthens system alignment, accelerates profitable growth, and drives marketplace excellence across the total Coca-Cola beverage portfolio, including Trademark Coca-Cola, Sparkling Flavors, Water, Sports, Juice, Dairy, Tea, Coffee, Energy, and Emerging Categories.

Reporting to the Senior Director II, Franchise Operations, the Director translates aligned North Zone and commercial priorities into bottler-specific operating plans. The role works across stakeholders to deliver volume, revenue, transactions, share, and profitable growth objectives; connects commercial priorities with frontline execution; maintains a regular in-market cadence; and leads follow-through on agreed corrective actions. As an experienced individual contributor, the Director identifies common execution and capability gaps, shares successful practices across bottlers, builds capabilities with North Zone functional teams, and escalates material risks, resource needs, and trade-offs with clear recommendations.

The successful candidate demonstrates a Growth Mindset by identifying opportunities to accelerate business performance, challenging conventional thinking, leveraging insights, building organizational capabilities, and inspiring Company and bottler partners to pursue innovative solutions that create sustainable value for the Coca-Cola system.

Requirements

• Bachelor’s degree in Business, Marketing, Management, or a related field.
• At least 7 years 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 business 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.
• Skills listed: Annual Business Planning, Business Plan Implementation, Capacity Planning, Channels Strategy, Contract Management, Customer Relationship Management (CRM), Distribution Operations Management, Financial Performance Management, Negotiation, Strategic Leadership, and Teamwork.
• 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 the CCSWB North Zone leadership team.
• Drive performance across all categories, brands, and packages in the assigned geography, supporting profitable volume, revenue, transactions, mix, and share growth through clear territory priorities and accountable execution.
• Lead territory deployment of aligned commercial strategies and initiatives, partnering with Commercial and other functional teams to establish operational readiness, sequencing, ownership, and adoption.
• Coach, influence, and support the bottler organization to achieve strong performance in Market Street Challenge and other system execution benchmarks.
• Ensure appropriate utilization and deployment of Market Street Challenge and Execute, Sell Hunt capabilities.
• Build and maintain executive-level relationships that foster trust, transparency, and mutual accountability.
• Provide strategic input, recommendations, and fact-based insights with CCSWB and internal stakeholders during annual and long-range Joint Business Plan development.
• Develop and activate contingency plans with bottler and cross-functional partners to protect annual business plan delivery; 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 Zone leadership, operations, sales, and frontline teams on agreed priorities across customers, channels, brands, and packages.
• Assess market potential and performance differences within North Zone; recommend priorities, resource needs, and segmented execution interventions to the Senior Director II, and implement agreed choices.
• Participate in weekly and monthly performance routines, integrating revenue, volume, share, transactions, and execution indicators into diagnoses, actions, and follow-through.
• Identify root causes of performance gaps with bottler regional operations teams, agree on corrective actions, track recovery, adjust territory plans, and escalate unresolved risks with recommendations.
• Manage assigned discretionary budgets within approved authority, balancing territory needs, expected returns, and bottler execution capacity; 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 clear bottler commitments.
• Maintain a regular in-market cadence across North Zone 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 across the Coca-Cola system.
• Model The Coca-Cola Company's leadership behaviors.

Benefits

• Access to resources and management programs for continued skills and knowledge development.
• A full range of medical, financial, and/or other benefits, dependent on the position.
• Annual incentive reference value of 30% at target.
• Relocation assistance is provided.

What This Job Offers

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