Director, Franchise Commercial Execution

Coca-Cola HBC; Illinois; On-site; USD 145,000 - 169,000; Full time

Job summary

Coca-Cola HBC is seeking a senior channel marketing leader to own FSOP channel plans and drive performance with bottling partners in the United States. You will coordinate annual plans, develop campaigns, and mentor regional teams to execute profitable programs.

The role requires a strategic partner with strong negotiation, budgeting, and cross-functional collaboration skills, capable of translating data into actionable plans and delivering revenue growth in a highly competitive beverage market.

Qualifications

• Bachelor’s degree in Business, Marketing or Management.
• 5+ years in a CPG organization with direct sales, key account or franchise management and P&L responsibility.
• Experience as a Business Partner with direct bottler or manufacturing exposure in Food & Beverage and capacity planning.

Responsibilities

• Manage weekly/monthly performance and report on revenue, volume, and share.
• Control discretionary budgets and execute the commercial strategy with bottling partners.
• Coordinate planning with franchise managers and provide market feedback to leadership.

Skills

Account Management

Business Development

Communication

CRM

Negotiation

Leadership

Marketing

Sales

Sales Management

Sales Process

Education

Bachelor’s degree in Business

Master’s degree preferred

Job description

Job Description Summary

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. Assesses 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.

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.

Skills

Account Management, Business Development, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Decision Making, Leadership, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales, Sales Management, Sales Process

Pay Range

United States: 145,000 - 169,000 USD Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered. Annual Incentive Reference Value Percentage: 30 Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.

Location(s)

United States of America City/Cities: Chicago Travel Required: 00% - 25% Relocation Provided: No Job Posting End Date: September 28, 2026

Our Purpose and Growth Culture

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.

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