Senior Director, Franchise Operations – Southwest & Mainstream

The Coca-Cola Company•Plano, TX

6d•$174,000 - $204,000

About The Position

The Senior Director, Franchise Operations – Southwest & Mainstream is the senior franchise leader responsible for business performance, execution excellence, and system alignment across multiple bottling partners and geographies. The role provides strategic leadership across the South, North, and Mainstream territories through a team of Franchise Leadership Directors. As a strategic partner to Franchise Commercial, Franchise Channel Leaders, RTM & CDE, Retail Customer Leadership, and bottler executives, the Senior Director aligns commercial priorities, focuses resources on high-value opportunities, and sequences business plans for maximum impact. The role establishes operating priorities, drives accountability through performance routines and scorecards, identifies growth and execution opportunities, and ensures resources support regional performance. The position is accountable for delivering Joint Business Plan commitments across assigned geographies, translating strategy into territory execution, and providing marketplace feedback to refine commercial strategies. It also develops leadership capability, builds succession readiness, and fosters a culture of accountability, collaboration, execution excellence, continuous improvement, and Growth Mindset across the Coca-Cola system. The role requires executive communication, leadership of leaders, influence without authority, and the ability to align diverse stakeholders to support sustainable business growth.

Requirements

Bachelor's degree in Business, Marketing, Finance, Economics, Supply Chain, or a related field.
15+ years of progressive leadership experience in Consumer Packaged Goods (CPG), beverage, retail, franchise operations, commercial leadership, or related industries.
Significant experience leading leaders and developing high-performing teams.
Demonstrated success leading strategic franchise, bottler, commercial, customer, or channel partnerships.
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.
Proven ability to drive business growth through influence and cross-functional leadership.
Strong track record of delivering results across complex and matrixed organizations.
Experience engaging and influencing senior executive stakeholders.

Nice To Haves

MBA or other advanced degree.

Responsibilities

Lead the Franchise Operations agenda across South, North, and Mainstream geographies.
Provide strategic direction, development, coaching, and support to Franchise Leadership Directors.
Drive profitable volume, revenue, transactions, mix, and share growth across all assigned categories, brands, and packages in CCSWB & Mainstream.
Own delivery of Joint Business Plan commitments across assigned geographies and bottling partners.
Serve as the primary Franchise Operations partner to Franchise Commercial Leadership and establish strategic partnerships with Retail Customer Leadership, Franchise Channel Leaders, and RTM/CDE.
Lead territory deployment of aligned commercial strategies and initiatives, establishing operational readiness, sequencing, ownership, and adoption with Commercial and other functional teams.
Lead regional execution excellence to achieve strong Market Street Challenge and other system execution benchmark results; ensure effective utilization and deployment of Market Street Challenge and Execute, Sell Hunt capabilities.
Provide leadership, governance, and accountability for business performance and Execution Scorecard performance across all geographies.
Serve as a trusted advisor to senior Company and bottler leadership teams.
Build a high-performance culture centered on accountability, collaboration, execution excellence, and continuous improvement.
Develop leadership capability and succession readiness across the Franchise Operations organization.
Build and maintain executive-level relationships based on trust, transparency, and mutual accountability.
Partner with CCSWB and internal stakeholders to provide strategic input, recommendations, and fact-based insights for annual and long-range Joint Business Plans.
Develop and activate contingency plans with bottler and cross-functional partners to protect annual business plan delivery across revenue, volume, share, net outlets, SOVI, and pricing execution; monitor recovery milestones and results.
Assess market potential and performance differences within CCSWB & MS Region, recommend priorities and resource needs, and drive segmented execution.
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 regional execution and capability gaps and build capabilities with South Region Commercial, Intelligence, RTM, and other functional teams; share successful practices across bottlers.
Maintain a regular in-market cadence to validate outlet execution, learn from customers and frontline employees, identify barriers, and bring marketplace feedback into bottler plans and regional 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.