Senior Manager, RGM OBPPC E-Comm

Coca-Cola • Atlanta, GA

3d

About The Position

The Senior Manager, RGM OBPPC E-Comm 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 channel-specific strategies across acquisition, conversion, repeat purchase, subscriptions, replenishment, loyalty, assortment, package architecture, and value propositions tailored to eCommerce shopper missions and fulfillment models.

The position builds alignment for digital-first portfolio, package, subscription, pricing, promotion, membership, and route-to-market strategies while maintaining consistency with enterprise OBPPC guardrails. It leads cross-functional work to identify growth opportunities using consumer cohorts, behavioral data, search and discovery signals, basket analysis, customer lifetime value, and unit economics. The role develops test-and-learn plans and contingency actions to deliver the annual business plan and strengthen long-term digital customer economics.

The position develops annual and multi-year eCommerce growth plans aligned with the NAOU growth algorithm and translates portfolio direction into channel-specific roadmaps, pilots, and measurable commercial outcomes. It also builds 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.

The role monitors digital business performance and cohorts, identifies opportunities to improve contribution margin and customer lifetime value, and turns findings into prioritized experiments, business cases, commercialization recommendations, and scalable digital playbooks. It works with Retail Strategy/TPO, Digital Commerce, Retail Media, Data and Insights, Finance, customer teams, Channel and Sales leadership, Supply Chain, Marketing, and bottlers. The position is based in Atlanta, United States, requires 26%–50% travel, and does not provide relocation assistance.

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 clear recommendations for senior leaders and aligning executives with different commercial, financial, operational, and customer perspectives.
• Demonstrated ability to collaborate with product, growth, marketing, finance, analytics, supply chain, operations, sales, retailers, marketplaces, and technology partners, and to 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; ability to translate multiple digital data sources into commercial actions and scenario plans.
• 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.
• 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.
• Applicants must be currently authorized to work in the United States on a full-time basis and must not require The Coca-Cola Company’s sponsorship to continue to work legally in the United States.

Nice To Haves

• Experience with Amazon, Walmart.com, Chewy, Instacart, DoorDash, Uber Eats, Shopify, subscription-led consumer businesses, or comparable .com environments is highly relevant.
• Direct people-management experience is valuable but not required.
• Familiarity with Apollo, CAPS, Nielsen, or Stratum; these tools can be learned.

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, covering 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 across one-time purchases, Subscribe & Save, memberships, bundles, replenishment, and promotional mechanics in partnership with Retail Strategy/TPO and customer teams.
• Partner with Retail Strategy/TPO, Digital Commerce, Retail Media, Data and Insights, Finance, and customer teams to embed digital promotion, retention, and investment optimization principles.
• Partner with Channel and Sales leadership on initiatives involving subscriptions, auto-replenishment, loyalty and membership benefits, virtual bundles, personalization, digital shelf, retail media, cross-category basket building, and non-price value propositions.
• Conduct gap-to-plan and cohort-performance analysis across revenue, transactions, units, margin, customer 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 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 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.
• Collaborate with Strategy/TPO, customer teams, Finance, Supply Chain, Marketing, and bottlers.

Benefits

• A full range of medical, financial, and/or other benefits is offered, dependent on the position.
• Annual incentive reference value of 15%, with the reference value representing target performance.

What This Job Offers

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