Senior Director, Business Development

Coca-Cola•Nashville, TN

2d•Hybrid

About The Position

At The Coca-Cola Company, we are in pursuit of becoming an even more consumer-centric total beverage company. Beverages are a growing and vibrant industry with long-term growth opportunities well into the future. In this role you’ll be responsible for interfacing with account teams and customers to configure and own fulfillment of account-based equipment, service, and supply chain solutions to support our customer value-creation strategy. Working closely with the sales team and our customers, you’ll play a key role in driving beverage quality, revenue, and profit for the system. We’re looking for someone with strong customer service experience and the ability to deliver results. The Senior Director, Business Development, USA is an enterprise leader responsible for shaping and delivering both annual and long‑term growth strategies across all restaurants in their geography for a strategic customer of Coca-Cola. This role serves as a catalyst for growth, driving beverage attachment, volume, and profitable performance by translating enterprise‑wide strategies into bold, large‑scale executions that create value for all stakeholders. As a cross‑functional leader, this role unites senior stakeholders across the customer's Corporate, Filed Offices, Franchisees, Agency Partners, and Coca‑Cola—maximizing the power of the full system and building on a 70+ year partnership with the customer. Acting as the single, unified voice of the customer, this leader influences and aligns key business functions including marketing, supply chain, operations, innovation, and distribution. Ultimately, this role is accountable for delivering against annual business plans while accelerating sustainable, long‑term growth across the customer’s system.

Requirements

Minimum 8 years of experience in B2B sales, C-suite relationship management, commercialization, or customer/consumer sales; foodservice experience preferred.
Demonstrated strength in strategic selling, financial acumen, RGM, and account management.
Experience within food service franchise and/or multi‑unit customer systems strongly preferred.
Bachelor’s degree required; MBA preferred.
Proven experience leveraging category management and RGM to deliver profitable, multi‑year growth.
Strong track record commercializing consumer relevant, largescale programs.
Inclusive leader with executive presence and the ability to influence in complex, networked environments.
Demonstrated change leader with strong analytical and problem-solving capabilities.
Enterprise minded collaborator who drives alignment, shares best practices, and builds high performance cultures.
Business Development
Business Planning
Collaborative Leadership
Communication
Consultative Sales Management
Customer Relationship Management (CRM)
Group Problem Solving
Influencing
Long Term Planning
Operational Assessment
Sales Forecasting
Sales Management
Sales Process
Solutions Selling
Waterfall Model

Nice To Haves

MBA preferred.

Responsibilities

Lead enterprise growth strategy execution within the assigned Field Office, shaping annual and multi‑year plans that deliver material impact on volume, share, and profitability.
Prioritize engagement with key stakeholders - including BU Presidents, Field Office Leadership, and Agency Partners while focusing on strategic communication and collaboration to drive long term growth.
Attend high priority customer meetings with BU leadership on key business topics.
Maximize the impact of Business Unit and Field Office engagements through proactive pre-selling and strategic influence.
Apply an NAOU enterprise mindset to identify, scale, and share volume driving best practices across geographies.
Serve as a trusted senior advisor to Corporate and Franchisee leadership, building C-suite relationships grounded in deep understanding of customer strategy, economics, and decision making.
Cocreate and execute annual and long-term Business Unit and Field Office joint business plans aligned to the customer's U.S. Collaborative Business Plan.
Develop an annual stakeholder communication/influencing plan in collaboration with cross functional partners and our PACs team to ensure ongoing value and collaboration.
Design and execute largescale, profitable growth solutions using category management, pricing, mix, and Revenue Growth Management (RGM) capabilities by identifying challenges and forward-looking opportunities.
Balance short-term performance and long-term value through strong financial acumen and demonstrating ROI driven decision making.
Lead change across the customer’s system, navigating diverse priorities, capabilities, and operating realities with a solution-oriented approach.
Adapt strategies in response to evolving consumer trends, operational constraints, market dynamics and changes/delays to customer priorities to protect and maximize the business plan.
Foster strong, trust-based relationships and effective collaboration within the team and across internal stakeholders.
Role model The Coca-Cola Company leadership behaviors by fostering an inclusive, high accountability culture focused on results, collaboration, and continuous improvement.