Senior Manager, RGM OBPPC E-Comm

The Coca-Cola Company•Atlanta, GA

1d•$123,000 - $139,000

About The Position

The Senior Director II, RGM OBPPC E-Commerce leads digital-native revenue growth management (RGM) and OBPPC strategies supporting the U.S. eCommerce business across pure-play, omnichannel, marketplace, subscription, and emerging commerce models. The role develops digital commerce growth strategies across acquisition, conversion, repeat purchase, subscriptions, replenishment, loyalty, assortment, package architecture, and value propositions tailored to eCommerce shopper missions and fulfillment models. It builds alignment on digital-first portfolio, package, subscription, pricing, promotion, membership, and route-to-market strategies while maintaining coherence with enterprise OBPPC guardrails. The role leads cross-functional work to identify digital growth opportunities using consumer cohorts, behavioral data, search and discovery signals, basket analysis, customer lifetime value, and unit economics. It develops test-and-learn plans and contingency actions to deliver the annual business plan and improve long-term digital customer economics. It develops annual and multi-year eCommerce growth strategies, translates portfolio direction into channel-specific roadmaps and pilots, builds digital-native RGM capabilities, and recommends digital pricing and value architectures. The position monitors performance across revenue, transactions, units, margin, acquisition cost, conversion, repeat purchase, retention, churn, subscription penetration, average order value, and lifetime value. It develops recommendations and experiments to improve performance, contribution margin, and customer lifetime value; supports account leadership with digital market and competitor analysis; and establishes ongoing digital performance and cohort reporting. The role collaborates with customer, channel, sales, strategy, finance, supply chain, marketing, data, retail media, and bottler teams, and influences stakeholders without direct authority. The position is based in Atlanta, Georgia, with 26%–50% travel required and no relocation provided. The listed base pay range is $123,000–$139,000, with a 15% annual incentive reference value. The Coca-Cola Company does not offer employment-status sponsorship for this position; applicants must already be authorized to work full-time in the United States without requiring company sponsorship.

Requirements

Bachelor’s degree in business, economics, finance, marketing, data science, engineering, product management, or a related discipline.
At least 5 years of experience in eCommerce, digital product, subscription, marketplace, growth strategy, retention, digital merchandising, customer analytics, or digital business-model roles.
Experience developing digital business plans and unit-economic models, including customer acquisition cost, lifetime value, contribution margin, retention, churn, repeat purchase, average order value, subscription economics, and fulfillment cost-to-serve.
Experience designing or evaluating digital pricing, Subscribe & Save, memberships, loyalty, bundles, personalization, promotions, and replenishment propositions.
Experience translating digital-native concepts and metrics into recommendations for senior leaders and aligning executives with differing commercial, financial, operational, and customer perspectives.
Ability to collaborate with product, growth, marketing, finance, analytics, supply chain, operations, sales, retailers, marketplaces, and technology partners, and influence without direct authority.
Strong executive communication, storytelling, and relationship-building skills across technical, commercial, and operational audiences.
Strong analytical fluency with behavioral cohorts, funnels, experimentation, incrementality, forecasting, and financial modeling, and ability to translate multiple digital data sources into commercial actions and scenario plans.
Ability to lead complex test-and-learn programs from hypothesis and experiment design through measurement, recommendation, commercialization, and scale.
Working knowledge of modern eCommerce and analytics tools or concepts, such as SQL, Tableau or Power BI, Adobe or Google Analytics, Amazon Vendor Central/Seller Central, Walmart, retail-media reporting, experimentation platforms, CRM/CDP tools, cohort analysis, and syndicated marketplace and financial data.
Must be currently authorized to work full-time in the United States and must not require The Coca-Cola Company’s sponsorship to continue working legally in the United States.

Nice To Haves

Experience at Amazon, Walmart.com, Chewy, Instacart, DoorDash, Uber Eats, Shopify, a subscription-led consumer business, or a comparable .com environment.
Direct people-management experience.
Strong experience in one or more of subscription and retention strategy, customer lifetime value, growth analytics, digital assortment, marketplace economics, loyalty, digital pricing, or eCommerce package/value propositions.
Familiarity with Apollo, CAPS, Nielsen, or Stratum.

Responsibilities

Develop annual and multi-year eCommerce growth strategies aligned with the NAOU growth algorithm, translating portfolio direction into channel-specific roadmaps, pilots, and measurable commercial outcomes.
Build digital-native RGM capabilities within national governance, including subscription economics, cohort management, lifecycle value, digital assortment, algorithmic visibility, marketplace dynamics, and fulfillment cost-to-serve.
Analyze and recommend digital pricing and value architectures for one-time purchases, Subscribe & Save, memberships, bundles, replenishment, and promotional mechanics.
Partner with Retail Strategy/TPO, Digital Commerce, Retail Media, Data and Insights, Finance, customer teams, and Channel and Sales leadership to embed digital promotion, retention, investment optimization, and multi-year growth initiatives.
Conduct gap-to-plan and cohort-performance analysis across revenue, transactions, units, margin, acquisition cost, conversion, repeat purchase, retention, churn, subscription penetration, average order value, and customer lifetime value.
Develop fact-based recommendations to close performance gaps through pricing, bundles, subscriptions, loyalty, personalization, digital media, assortment, package, and replenishment interventions.
Provide account leadership with analysis of digital competitors, marketplace sellers, search and algorithm visibility, ratings and reviews, subscription propositions, fulfillment promises, and relative customer value.
Identify opportunities to improve portfolio contribution margin and customer lifetime value by optimizing acquisition, conversion, order frequency, basket size, retention, cost-to-serve, and channel transfer.
Develop strategies to recruit online shoppers, build recurring purchase habits, expand missions, increase replenishment frequency, and maximize value from high-frequency digital shoppers.
Establish ongoing digital performance and cohort reporting, including acquisition-to-retention funnels, subscription health, repeat-purchase curves, LTV-to-CAC economics, promotional incrementality, retail-media effectiveness, and package profitability.
Translate growth and optimization opportunities into prioritized experiments, business cases, commercialization recommendations, and scalable digital playbooks.
Lead complex test-and-learn programs from hypothesis and experiment design through measurement, recommendation, commercialization, and scale.