Senior Director, Franchise Commercial Execution

The Coca-Cola Company

6d • $198,000 - $230,000

About The Position

The Senior Director II, Franchise Commercial Execution, leads the design, integration, and governance of Coca-Cola Consolidated’s end-to-end commercial execution system. The role builds an operating model connecting enterprise, category, channel, and customer strategy with bottler adoption, field execution, and measurable marketplace outcomes that support sustainable, profitable growth. It leads the Commercial Execution tower and a team responsible for plans and results across the total beverage portfolio, including Advanced Hydration.

Working with Franchise, Commercial, Customer, Revenue Growth Management, Marketing, Finance, Supply Chain, Field Operations, and bottler leaders, the position integrates capabilities into an execution architecture with defined decision rights, standards, routines, and accountability. It incorporates market requirements and bottler feasibility into plans before deployment, establishes common performance measures and intervention processes, and leads complex stakeholder alignment and negotiations. The role also develops the team and strengthens the use of data, insights, technology, and analytics in planning and decision-making.

The position is based in the United States, with Charlotte, NC listed in the job summary and Atlanta listed under City/Cities. Travel is required 26%–50%, and relocation is provided. The stated base-pay range is $198,000–$230,000 USD, with annual and long-term incentive reference values of 50% and 20%, respectively.

Requirements

• Bachelor’s degree in business, marketing, finance, economics, or a related field.
• 10 to 12 or more years of progressive experience in commercial strategy, franchise leadership, customer management, Revenue Growth Management, marketing, or a related discipline.
• Demonstrated experience leading commercial strategy and execution in a complex, matrixed organization, including designing operating models, aligning decision rights, and establishing cross-functional governance and accountability.
• Experience translating enterprise strategy into connected commercial and field execution plans, incorporating customer requirements, bottler capability, and execution feasibility before deployment.
• Strong understanding of system economics, revenue and profit drivers, customer economics, and business performance management, with the ability to balance operational, financial, customer, and people considerations.
• Experience using data, customer and shopper insights, and competitive intelligence to identify opportunities, establish execution measures, diagnose performance gaps, and recommend targeted interventions.
• Demonstrated success leading transformation, integrating capabilities across organizational boundaries, and introducing repeatable commercial approaches that multiple teams can adopt at scale.
• Experience working with and influencing senior executives, bottlers, customers, or other business partners.
• Strong negotiation, stakeholder management, executive communication, and storytelling skills.
• Proven people leadership experience, including developing teams, setting priorities, and driving accountability for results.
• Strong strategic thinking, prioritization, long-term planning, and business-case development capabilities.

Nice To Haves

• Experience in the beverage, consumer packaged goods, retail, or bottling industry.
• Expertise in commercial execution strategy, Revenue Growth Management, and business performance management.
• Knowledge of supply chain operations and their connection to commercial execution.
• Experience supporting multiple channels, customers, categories, and geographies.
• Experience developing bottler incentives, execution programs, or performance scorecards.
• Experience connecting PICOS, ESH, Market Street Challenge, CDE/coolers, space, commercialization, On-Premise, and customer initiatives within an integrated execution model.
• Experience developing equipment investment and redeployment decision models or integrated innovation launch systems.

Responsibilities

• Design a future-state commercial execution operating model and establish a vision and one-to-three-year plans for execution excellence.
• Define and align decision rights, governance, roles, routines, escalation paths, and accountability across relevant company functions and bottler leadership.
• Translate category, channel, customer, and geographic priorities into connected commercialization, bottler, annual calendar, field standards, measurement, and corrective-action processes.
• Translate commercial objectives into transaction and volume plans across channels, geographies, customers, and the bottling system.
• Integrate PICOS, ESH, MSC, CDE/coolers, space, commercialization, On-Premise, customer programs, Franchise Operations, and performance tracking into a common execution architecture.
• Incorporate consumer, shopper, customer, competitive, feasibility, bottler capability, equipment, package, space, supply, and market requirements into plans before field deployment.
• Align bottler senior leadership on priorities, incentives, performance expectations, and execution requirements.
• Establish common measures, leading indicators, scorecards, and thresholds that prompt corrective action, escalation, or resource reallocation.
• Improve PICOS compliance, in-stocks, void reduction, merchandising standards, and execution consistency.
• Diagnose performance gaps and direct appropriate interventions with accountable partners; lead in-year delivery and recommend acceleration actions with Commercial and Finance leaders.
• Lead the Commercial Execution tower, coach and develop a high-performing team, and establish repeatable tools, processes, and practices that enable delivery at scale.
• Strengthen data, insights, technology, and analytics in planning and decision-making, while building cross-functional alignment and accountability.
• Lead complex negotiations and influence senior franchise, bottler, customer, and NAOU stakeholders.
• Balance customer needs, bottler profitability, system revenue, operating income, volume, and long-term system health in commercial decisions and investment recommendations.

Benefits

• Access to global networks and emerging business strategies through work alongside world-class leaders.
• Robust learning platforms and leadership development programs.
• Purpose-driven culture focused on making a difference and driving sustainable impact across communities.
• A full range of medical, financial, and/or other benefits, dependent on the position.
• Relocation provided.

What This Job Offers

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