Director, Franchise Commercial Execution

The Coca-Cola Company; Chicago (IL); On-site; USD 100,000 - 140,000; Full time

Benefits offered by this job

World-class leaders

Iconic brand

Learning resources

Job summary

The Coca-Cola Company in Chicago seeks a senior channel marketing professional to lead FSOP initiatives, partnering with bottlers to execute local market programs, pricing, and revenue growth.

You will analyze performance, manage budgets, and collaborate with franchise teams to deliver annual plans, develop capability, and influence outcomes. If you have 5+ years in CPG with strong negotiation and leadership, this role offers exposure to world-class leaders and a globally iconic brand.

Qualifications

• Bachelor’s degree in business, marketing, or management. Master’s preferred.
• 5+ years in a CPG environment with direct sales, key accounts, or franchise management.
• Experience partnering with bottlers or manufacturers in food and beverage.
• Proven track record with annual business planning and forecasting.
• Strong negotiation, relationship-building, and strategic leadership skills.

Responsibilities

• Manage weekly/monthly performance metrics: revenue, volume, share, and pricing.
• Monitor progress against objectives; adjust plans and budgets as needed.
• Execute commercial strategy with bottler partners for local market execution.
• Negotiate bottling contracts and national supply chain agreements.
• Develop training and capability programs; support governance routines.

Skills

Channel marketing

Negotiation

Relationship building

Strategic leadership

Sales experience

CPG industry

Bottler management

Forecasting

Influence outcomes

Education

Bachelor’s degree in Business/Marketing/Management

Master’s degree preferred

Job description

Position Overview

Our products are available to consumers in more than 200 countries and territories. The brands are brought to our consumers through a network of independent, Company-owned or controlled bottling plants, as well as distribution operations who manufacture, package, merchandise, and distribute the finished branded beverages to our customers and vending partners.

Position Overview

Our products are available to consumers in more than 200 countries and territories. The brands are brought to our consumers through a network of independent, Company-owned or controlled bottling plants, as well as distribution operations who manufacture, package, merchandise, and distribute the finished branded beverages to our customers and vending partners.

This role helps develop and executes FSOP channel marketing and commercial programs incl. product promotion, sales channels and pricing; focuses on identifying and leading relevant channel campaigns with partners, mentoring other channel teams etc.; may coordinate special channel initiatives and events.

Candidate is an individual contributor who guides others in resolving complex issues in specialized area based on existing solutions and procedures; works independently with guidance only in the most complex situations.

What You’ll Do For Us

• Responsible for weekly/monthly performance management, which includes reporting on revenue, volume, share, transaction metrics.
• Monitors performance versus execution objectives, re-plans as necessary and provides feedback to key stakeholders. Also, manages discretionary budgets based on regional need.
• Executes the commercial strategy and plans with franchise (bottling partners) owners for local market execution.
• Responsible for collaborating on the contingency plan to deliver annual business plan performance in the FSOP channel to include revenue, volume, share, net outlets, SOVI (share of visual inventory), and pricing.
• Standardizes common approach to capability building based on bottler segmentation.
• Assess local Bottler commercial capabilities against established commercial strategies and objectives using the core measures within the Global Commercial Leadership Diagnostic Analysis Model; identifying gaps and develops action plans to improve capabilities.
• Coordinate's training/development enables more effective processes, scorecards and business routines to achieve the annual business plan.
• Work with franchise commercial manager to steward the planning process that is in place bi-monthly, ensuring all customer plans are included.
• Be the SME for FSOP Channel Plans and work with respective Directors and their sales teams at the bottlers to execute the plan. Participate in all channel planning routines from Atlanta.
• Provides Bottler performance feedback to Franchise Leadership “serving as voice of the market.”
• Monitor's market conditions and reports competitive activity to management, Bottler and local associates in order to understand program effectiveness and any implementation barriers.
• Work with Commercial Manager to support the development of commercial stewardship bi-monthly planning stewardship.
• Responsible for negotiation and resolving bottling contracts and National Supply Chain agreements as well as governance agreements and manages governance routines.

What You’ll Need

Qualifications & Requirements

• Bachelor’s degree in Business, Marketing, Management with a Master’s degree is preferred.
• 5 or more years in CPG organization responsible for direct sales, key account or franchise management with P&L responsibility.
• Must have experience as a Business Partner with direct bottler or manufacturing experience in the Food and Beverage industry and how to develop capacity plans to meet customer demand.
• Must have experience with annual business planning, forecasting, customer and distributor management and demonstration a track record for delivering positive revenue results.
• Demonstrate passion for selling, negotiating, relationship building in an entrepreneurial environment.
• Understanding of channel marketing, syndicated marketing research and competitive analysis and how to utilize this knowledge to drive sales.
• Must possess excellent relationship building skills, as well as strategic leadership abilities
• Distribution center knowledge is ideal
• The ability to influence outcomes and be persuasive are ideal

What We Can Do For You

• Exposure to World Class Leaders: Availability to global technology leaders that will expand your network and expose you to emerging technologies and techniques.
• Iconic Brand: Work on the most recognized brand in the world and be part of developing the brand's next chapter.
• Learning Culture: Access to resources such as LinkedIn Learning and management programs that give you the resources to continually develop your skills and knowledge.