Director National Account, RBI

The Coca-Cola Company•Irvine, CA

4d•$141,000 - $165,200•Onsite

About The Position

At The Coca‑Cola Company, we refresh the world and make a difference by building brands and partnerships that drive shared success across the global foodservice landscape. The Director, National Sales – Restaurant Brands International (RBI) is a critical leadership role within our Foodservice & On‑Premise team in North America. This role leads collaborative engagement with Burger King and Popeyes franchisees, guiding national execution of contractual initiatives and joint business planning across two of the world’s most recognizable quick‑service restaurant brands. Operating in a dynamic market, the Director develops growth strategies that enable franchisees to maximize volume, revenue, and operating income opportunities while advancing Coca‑Cola’s position as a trusted beverage partner. By combining relationship leadership with data‑driven decision making and cross‑functional collaboration, this position drives the integration of insights, marketing, and operational excellence to deliver shared value throughout the system.

Requirements

Bachelor’s degree in Business, Marketing, or related field required; MBA preferred.
Minimum 5–7 years of successful sales account management experience, ideally within foodservice, franchise, or beverage industries.
Demonstrated ability to lead joint business planning processes and manage complex multi‑unit customer relationships.
Proven analytical capability to synthesize consumer, customer, and market data into actionable insights that inform strategic decisions.
Working knowledge of marketing concepts, brand positioning, and competitive dynamics relevant to quick‑service restaurant channels.
Strong understanding of franchise operations including financial management, supply chain coordination, and execution frameworks.
Skilled negotiator with experience in collaborative selling and contract implementation.
Ability to manage multiple priorities across diverse stakeholders and integrate cross‑functional resources effectively.
Excellent communication and presentation skills with confidence to engage executive‑level stakeholders.
Commitment to continuous learning and growth behaviors aligned with Coca‑Cola’s leadership values—curiosity, empowerment, progress, and inclusion.

Responsibilities

Lead strategic partnerships with Burger King and Popeyes franchisees across defined territories, translating brand and business priorities into actionable customer growth plans.
Drive end‑to‑end joint business planning (JBP), from annual plan development through stewardship and execution, ensuring objectives and initiatives align with system goals and franchisee needs.
Conduct bi‑annual stewardship sessions with Mega and Tier 1 customers to review results, evaluate opportunities, and confirm strategic alignment on volume, revenue, and profit objectives.
Cultivate influential relationships within franchise organizations to navigate decision processes and facilitate execution of agreements and customer programs.
Partner cross‑functionally with Marketing, Finance, Operations, and Category teams to develop insights, evaluate program performance, and implement initiatives that support beverage sales growth.
Build business cases leveraging insights and analytics that identify performance patterns, channel opportunities, and consumer trends to inform new solutions for franchisees.
Manage collaborative processes that integrate brand marketing and operational optimization into franchisee strategies and execution plans.
Lead system engagement through Foodservice operations and support resources to ensure delivery of annual business plan outcomes.
Apply business improvement principles to simplify processes, enhance efficiency, and elevate customer satisfaction in partnership with the franchise community.