Sr. Director GPO Account Management

The Coca-Cola Company•Washington, DC

1d•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. Scope and Impact of the Role Enterprise Leadership: Owns GPO strategy impacting multiple channels, geographies, and System stakeholders, with material influence on volume, margin, and customer retention. Commercial Risk Stewardship: Accountable for mitigating pricing incoherency, duplicate funding, channel conflict, and compliance exposure inherent in GPO participation. Customer Management: Will manage a portfolio of GPO customers. Operating Model Ownership: Designs and institutionalizes Coca‑Cola’s end‑to‑end GPO operating model—spanning pricing, vetting, hierarchy, funding, and reporting. Governance Authority: Enforces governance standards across System participants, influencing decisions reviewed at OPC and CCLT levels.

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.
Ability to set a multi-year vision for GPO engagement aligned to Coca-Cola’s growth, customer, and channel strategies.
Ability to design and enforce guardrails that protect System economics while supporting customer needs.
Proven ability to lead through influence across bottlers, franchise teams, functional leaders, and external partners.
Ability to navigate sensitive negotiations where Coca-Cola’s participation is both expected and scrutinized.
Comfort sponsoring digital transformation efforts, including AI-enabled vetting, analytics, and process automation.
Capability to lead organizational change from ad-hoc execution to institutionalized enterprise capability.
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.
Drive awareness, advocacy, and penetration of Coca-Cola’s portfolio in dynamic operator environments.
Lead annual Joint Business Planning (JBP) and develop 3-5 year long-range growth strategies.
Partner with various departments to build a scalable, compliant, and future-ready operating model.
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.