Sr. Director GPO Account Management

Coca-Cola•Plano, TX

4d•Hybrid

About The Position

The Senior Director, Group Purchasing Organizations (GPO) Commercialization, Compliance and Account Management is accountable for defining and leading Coca‑Cola’s enterprise‑wide GPO strategy and commercial execution model, while serving as a senior commercial seller and growth leader within GPO‑led procurement environments across lodging, healthcare, and future emerging channels. This role owns Coca‑Cola’s end‑to‑end engagement with GPOs and their members, ensuring competitive relevance with key global customers while protecting pricing integrity, funding discipline, system economics, and route‑to‑market coherence. Success requires continuous, high‑touch selling and engagement with GPO leadership and members to drive awareness, advocacy, and penetration of Coca‑Cola’s core, innovation portfolio in highly dynamic operator environments. The Sr. Director leads annual Joint Business Planning (JBP), leveraging Collaborative Business Planning (CBPs) as the foundational tool to develop and deliver 3–5 year long‑range growth strategies. These plans align customer objectives with Coca‑Cola’s category leadership vision, innovation pipeline, commercial priorities, and investment guardrails—translating enterprise strategy into actionable, member‑level execution. As the executive owner of GPO governance, this role partners closely with Customer Leadership, Revenue & Growth Management (RGM), Bottlers, ARTM, Finance, IT/Digital, and Marketing to build a scalable, compliant, and future‑ready operating model spanning pricing, funding, hierarchy, activation, and reporting. The role serves as the primary executive escalation point for GPO‑related strategy, risk, and investment decisions and represents Coca‑Cola in complex, high‑stakes negotiations with major customers and purchasing organizations—balancing disciplined governance with proactive selling and long‑term growth enablement.

Requirements

15+ years of progressive leadership experience in Enterprise customer strategy, Channel or commercial strategy, Revenue management, pricing, or trade governance.
Demonstrated leadership in high‑complexity, matrixed environments, ideally within franchised or distribution systems.
Trusted relationships with Coca-Cola Franchise system to collaborate with, manage expectations, and shape business decisions and outcomes.
Proven experience influencing or leading strategy across National or global customers, Multi‑unit or multi‑channel business models, and Third‑party intermediaries (e.g., GPOs, distributors, operators).
Track record of engagement with enterprise governance bodies and executive decision forums.
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 building or scaling new operating models strongly preferred.

Responsibilities

Define and lead Coca‑Cola’s enterprise‑wide GPO strategy and commercial execution model.
Serve as a senior commercial seller and growth leader within GPO‑led procurement environments.
Own Coca‑Cola’s end‑to‑end engagement with GPOs and their members.
Ensure competitive relevance with key global customers while protecting pricing integrity, funding discipline, system economics, and route‑to‑market coherence.
Drive awareness, advocacy, and penetration of Coca‑Cola’s portfolio through high‑touch selling and engagement with GPO leadership and members.
Lead annual Joint Business Planning (JBP) and develop 3–5 year long‑range growth strategies.
Align customer objectives with Coca‑Cola’s category leadership vision, innovation pipeline, commercial priorities, and investment guardrails.
Partner with various departments to build a scalable, compliant, and future‑ready operating model for GPO engagement.
Serve as the primary executive escalation point for GPO‑related strategy, risk, and investment decisions.
Represent Coca‑Cola in complex negotiations with major customers and purchasing organizations.
Manage a portfolio of GPO customers.
Design and institutionalize Coca‑Cola’s end‑to‑end GPO operating model.
Enforce governance standards across System participants.
Sponsor digital transformation efforts, including AI‑enabled vetting, analytics, and process automation.
Lead organizational change from ad‑hoc execution to institutionalized enterprise capability.