Senior Director, RGM Product Transformation Lead

The Coca-Cola Company•Atlanta, GA

4d•$202,000 - $229,000•Hybrid

About The Position

Revenue Growth Management (RGM) is a critical commercial capability at The Coca-Cola Company, focused on driving topline growth by connecting consumer demand to system economics. This involves strategic decisions on product offerings, packaging, pricing, channel strategy, and promotional investment to achieve balanced growth across transactions, volume, and price/mix. The company is currently transforming RGM into an intelligent decision platform powered by AI agents, which will interact with enterprise data, utilize advanced analytics and optimization models, and provide actionable recommendations with clear reasoning to commercial teams. This initiative is at the forefront of the CPG industry, aiming to significantly compress the time and effort required for complex commercial analysis and decision-making. The role offers an opportunity to build and establish the operating model for agentic RGM at a global scale, influencing how one of the world's largest commercial systems makes key decisions. The work is practical, with solutions shipping to commercial teams for immediate use.

Requirements

Bachelor’s degree in Business, Economics, Marketing, Engineering, or a related field; MBA or equivalent postgraduate qualification preferred.
8+ years in Revenue Growth Management, commercial, or category roles at a CPG company or bottler, with direct ownership of pricing or promotion decisions.
Experience at a top-tier management consulting firm (e.g., McKinsey, BCG, Bain) or the strategy practice of a leading professional services firm is strongly preferred, particularly involving pricing, revenue management, or commercial excellence engagements with CPG or retail clients.
Strong understanding of Revenue Growth Management concepts across pricing, promotion, assortment, and mix, plus commercial analytics and value creation drivers.
Working knowledge of global RGM best practices across core levers: headline pricing, price-pack architecture, trade promotion optimization, assortment, mix management, and trade terms/margin management.
Strong understanding of how bottling partners go to market, including route-to-market models, channel and outlet segmentation, and the impact of pricing and promotion decisions on the bottler P&L and point-of-sale execution.
Ability to interpret and explain the limitations of product-generated numbers (elasticities, uplift against baseline, share math).
Demonstrated experience leading change management and adoption for digital or analytics transformations in a matrixed, franchise environment, including stakeholder mapping, adoption planning, capability building, and embedding new ways of working.
Ability to write concise one-pagers and communicate insights effectively to various levels of leadership.
Demonstrated product ownership experience: writing requirements, user stories, and acceptance criteria; owning and prioritizing a backlog; and working with an engineering team through agile delivery ceremonies.
Experience translating business needs into digital product capabilities, including the ability to prioritize competing requests and defend decisions to senior stakeholders.
Demonstrated experience mapping workflows and processes end-to-end, documenting current states, designing future-state processes, and identifying handoffs, bottlenecks, and decision points.
Willingness to critically evaluate model outputs and provide data-backed feedback.
Strong pilot design and test-and-learn discipline: hypothesis framing, control groups, incrementality measurement.
Working fluency in Excel, Power BI, and PowerPoint, and confidence operating RGM Pricing, Promotion, and Portfolio applications.
Basic SQL, sufficient to pull and check your own numbers (preferred).
Practical experience using LLM-based tools for real work, including an understanding of their limitations (preferred).
Willingness to work across time zones, including early/late calls, availability outside standard business hours, and travel to markets.

Nice To Haves

MBA or equivalent postgraduate qualification
Experience at a top-tier management consulting firm (e.g., McKinsey, BCG, Bain) or the strategy practice of a leading professional services firm, particularly where it involved pricing, revenue management, or commercial excellence engagements with CPG or retail clients.
Basic SQL, sufficient to pull and check your own numbers
Practical experience using LLM-based tools for real work, including a clear view of where they fail

Responsibilities

Own the transformation roadmap for how markets make RGM decisions, defining the path from current to product-led decision making, sequencing it market by market, and presenting progress and value delivered to OU leadership and bottler executives.
Sit with RGM managers to conduct end-to-end reviews of pricing and promotion decisions, and document key insights for leadership.
Lead the change program per market, including stakeholder mapping, adoption planning, and capability building through training sessions, exercises using user data, and office hours, with the goal of users independently adopting the product.
Develop short playbooks to address recurring questions regarding elasticity interpretation, recommendation trustworthiness, and insight value.
Track and report adoption metrics per market, focusing on user engagement, usage patterns, and areas of stagnation.
Own the adoption backlog by translating user pain points into written requirements with clear problem statements, examples, and acceptance criteria, prioritizing them based on commercial value, and retesting solutions with users post-release.
Ensure the product's credibility by reviewing recommendations for potential scrutiny issues before they reach bottlers.
Embed the closed-loop RGM workflow in markets, covering insight generation, opportunity sizing, strategy setting, guardrail definition, execution, and post-implementation evaluation, to ensure consistent and repeatable processes.
Assist markets in applying RGM governance and rules of engagement (e.g., price floors, discount depth, promotion frequency) through the product.
Support pilot design and test-and-learn initiatives with market teams, including hypothesis framing, control group setup, and incrementality measurement.
Collaborate with AI engineers on insight quality, rating generated insights, and identifying output not supported by data.
Partner with UX designers on launch communications, naming conventions, and demo materials to ensure effective business adoption.
Act as the business-side product owner for adoption-critical capabilities, gathering and documenting requirements from OUs and bottlers, translating them into user stories for the engineering team, and representing the business voice in prioritization and roadmap decisions.
Define success measures for each release, participate in backlog refinement and sprint reviews, and provide business sign-off on shipped functionality.
Build business cases for significant capability requests, assessing commercial opportunity, effort, and alternatives to determine build priorities.