Director, Franchise Operations

Coca-Cola • Chicago, IL

4d • $145,000 - $169,000

About The Position

The Director, Franchise Operations serves as the steward of HoReCa, FSOP, and Local Market Plan strategy across mainstream bottler partners. The role builds relationships and executes strategies across the bottler network while navigating market dynamics, integrating business strategies, and driving execution excellence. The position is based in St. Louis or Kansas City in the job summary; the listing also identifies Atlanta as a city for the United States location. Travel is required 51%–75%, and relocation is not provided.

The role owns on-premise and local market plans, monitors business performance, and adjusts plans to meet business objectives. It collaborates with bottling partners on commercial strategy and local execution, develops contingency plans, assesses bottler strategy and investment needs, optimizes operational bottler-packaging-product-channel frameworks, and negotiates agreements and solutions that balance business outcomes with long-term relationships.

The stated pay range is USD 145,000–169,000, with an annual incentive reference value of 30%. Base pay may vary by geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits is offered, depending on the position.

Requirements

• Bachelor’s degree in business, Finance, Marketing, or Management.
• At least 7 years of experience in Consumer-Packaged Goods (CPG) or a related industry, focused on direct sales, key account management, or franchise management.
• Proven P&L ownership and ability to deliver measurable business results.
• Experience working directly with bottlers, distributors, or manufacturing partners in the Food & Beverage sector.
• Familiarity with annual business planning, distributor negotiations, and commercial strategy execution.
• Demonstrated success creating and executing business plans aligned with long-term objectives and informed by insights into revenue growth, market conditions, and customer segmentation trends.
• Experience monitoring performance metrics, including revenue, volume, share, and transactions, and adapting strategies to achieve positive outcomes.
• Familiarity with methodologies for reporting and analyzing KPIs.
• Expertise managing a portfolio across diverse distribution channels and customer types.
• Ability to apply market segmentation strategies and action plans to drive region-specific results and improve system efficiency.
• Ability to manage, negotiate, and resolve contracts, including National Supply Chain agreements and governance routines, while maximizing value and maintaining positive relationships.
• Ability to provide evidence-based, creative negotiation solutions that achieve win-win outcomes.
• Ability to thrive in dynamic environments, adapt plans to uncertainty and changing market conditions, and remain focused on long-term goals.
• 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

• Own On-Premise (Hotels, Restaurants, and Cafés (HoReCa)), Foodservice & On-Premise (FSOP), and Local Market Plans (LMP) for mainstream bottlers.
• Manage weekly and monthly performance reporting for revenue, volume, share, and transaction metrics.
• Monitor performance against execution objectives, re-plan as needed, and provide feedback to key stakeholders.
• Execute the HoReCa commercial strategy and collaborate with bottling partners on local market execution, ensuring alignment of strategic goals.
• Collaborate on contingency plans to deliver annual business plan performance, including revenue, volume, share, net outlets, SOVI, and pricing.
• Assess bottler businesses’ high-level strategies and short- and long-term decisions to prevent integration disruptions and ensure feasibility.
• Define and use critical measures to evaluate strategic success and align initiatives with broader company goals.
• Collaborate with bottlers to optimize OBPPC frameworks and local initiatives.
• Navigate channel strategies and develop market-specific action plans aligned with profitability and competitive needs.
• Build relationships with local bottlers and external stakeholders by managing governance routines and resolving bottling contracts and national supply chain agreements.
• Negotiate value-driven solutions using evidence-based arguments and strategic thinking while balancing transactional goals with long-term relationship value.
• Evaluate regional dynamics, consumer demand patterns, and bottler investment needs to optimize strategies.
• Ensure real-time reporting and action plans address competitive pressures and enhance market penetration.

Benefits

• Access to global marketing leaders, networking opportunities, and exposure to emerging digital platforms and marketing insights.
• Learning resources and management programs to support ongoing skill and knowledge development.
• A full range of medical, financial, and/or other benefits, depending on the position.

What This Job Offers

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