Director, Franchise Operations
About The Position
The Director, Franchise Operations serves as the steward of the HoReCa and FSOP strategy across mainstream bottler partners. The role calls for bottling or general management experience and focuses on building relationships and executing strategies across the network while navigating market dynamics, integrating business strategies, and driving excellence in execution. The role is listed with a location of St. Louis or Kansas City, while the location details also list Atlanta, United States of America. The Director owns On-Premise (Hotels, Restaurants, and Cafés), Foodservice & On-Premise (FSOP), and Local Market Plans for mainstream bottlers. The position manages performance and reporting, executes commercial strategy with bottling partners, develops contingency plans, evaluates bottler strategies and investment needs, and supports contract and supply-chain agreement governance. The role requires extensive travel (51%–75%).
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 revenue growth, market conditions, and customer segmentation trends.
- Track record of monitoring revenue, volume, share, and transaction metrics and adapting strategies to achieve positive outcomes.
- Familiarity with methods for reporting and analyzing key performance indicators (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.
- Capability 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 solutions during negotiations to achieve win-win outcomes.
- Ability to adapt plans and strategies in dynamic environments with shifting priorities and market conditions while maintaining focus on long-term goals.
Nice To Haves
- Master’s degree preferred.
Responsibilities
- Own On-Premise (Hotels, Restaurants, and Cafés), Foodservice & On-Premise (FSOP), and Local Market Plans for mainstream bottlers.
- Manage weekly and monthly performance, including reporting on 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 to align 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 measures to evaluate strategic success and align initiatives with broader company goals.
- Collaborate with bottlers to optimize operational bottler-packaging-product-channel (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 creative 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
- Medical, financial, and/or other benefits are offered, dependent on the position.
- Access to learning resources and management programs for continued skill and knowledge development.
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What This Job Offers
Job Type
Full-time
Career Level
Director
