Director, Franchise Operations - Mainstream

Coca-Cola • Plano, TX

5d • $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, 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 commercial priorities into bottler-specific operating plans and works across 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, and leads follow-through on agreed corrective actions. It also identifies shared execution and capability gaps, shares successful practices across bottlers, and builds capabilities with bottling partners’ functional teams. This is an experienced individual-contributor role that escalates material risks, resource needs, and trade-offs with clear recommendations.

The successful candidate demonstrates a Growth Mindset, identifying opportunities to accelerate performance, challenge conventional thinking, leverage 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 assistance. The pay range is $145,000–$169,000 USD, with an annual incentive reference value of 30%.

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 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 preferred.

Responsibilities

• Serve as the primary strategic liaison between The Coca-Cola Company and Mainstream Bottlers leadership teams.
• Drive profitable volume, revenue, transactions, mix, and share growth across the full Coca-Cola portfolio in the assigned geography by setting territory priorities and supporting accountable execution with bottler partners.
• Lead territory deployment of aligned commercial strategies and initiatives, coordinating with Commercial and other functional teams on operational readiness, sequencing, ownership, and adoption.
• Coach, influence, and support bottler organizations to achieve strong Market Street Challenge and other system execution benchmark performance.
• Ensure appropriate utilization and deployment 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 with Mainstream Bottlers and internal stakeholders.
• 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 differences in market potential and performance; 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 performance-gap root causes 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 common execution and capability gaps across the region and build capabilities with Region Commercial, Intelligence, RTM, and other functional teams; share successful practices across bottlers.
• Partner with Franchise Commercial leaders in the bi-monthly planning process, combining customer, channel, marketing, finance, and supply-chain inputs into a territory execution agenda with clear bottler commitments.
• Maintain regular in-market engagement across Mainstream Bottlers to validate outlet execution, learn from customers and frontline employees, identify barriers, and bring market insights into bottler plans and Region 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.
• Verify identity and eligibility to work in the United States and complete Form I-9 upon hire.

Benefits

• Access to learning resources and management programs for ongoing skill and knowledge development.
• A full range of medical, financial, and/or other benefits, dependent on the position.
• Annual incentive reference value of 30%.
• Relocation assistance.
• Opportunity to work on an iconic, globally recognized brand.
• Exposure to global marketing leaders, emerging digital platforms, and marketing insights.

What This Job Offers

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