Director, Franchise Commercial Execution

The Coca-Cola Company; Irvine (CA); On-site; USD 145,000 - 169,000; Full time

Job summary

The Coca-Cola Company is seeking an experienced channel marketing professional to develop and execute FSOP programs with bottling partners, focusing on revenue growth, channel campaigns, and pricing strategies.

The role combines strategy development with hands-on execution, mentoring channel teams, and coordinating with Directors to meet annual business plans. Location is Chicago with strong cross-functional collaboration and market insights.

Qualifications

• Bachelor’s degree in Business, Marketing, Management; Master’s degree preferred.
• 5+ years in CPG with direct sales, key account or franchise management with P&L.
• Experience as a Business Partner with bottler or manufacturing experience in Food & Beverage.
• Experience with annual business planning, forecasting, distributor management and delivering revenue results.
• Demonstrate passion for selling, negotiating, and relationship building in an entrepreneurial environment.
• Understanding of channel marketing, syndicated marketing research and competitive analysis.
• Excellent relationship-building skills and strategic leadership abilities.
• Distribution center knowledge is ideal.
• Ability to influence outcomes and be persuasive.

Responsibilities

• Manage weekly/monthly performance with revenue, volume, share, and transaction metrics.
• Monitor performance vs objectives and re-plan; manage discretionary budgets.
• Execute the commercial strategy with bottling partners for local market execution.
• Collaborate on contingency plans to deliver annual business plan for the FSOP channel.
• Standardize capability-building based on bottler segmentation.
• Assess Bottler capabilities against objectives and develop action plans.
• Coordinate training to improve processes, scorecards, and routines.
• Work with franchise commercial manager on bi-monthly planning and inclusion of customer plans.
• Be the SME for FSOP Channel Plans with Directors and sales teams at bottlers.
• Provide Bottler feedback to Franchise Leadership as the market voice.
• Monitor market conditions and report competitive activity to management.
• Support development of commercial stewardship bi-monthly planning.
• Negotiate bottling contracts and National Supply Chain agreements and governance routines.

Skills

Account Management

Business Development

Communication

Consultative Sales Management

CRM

Decision Making

Leadership

Marketing

National Account Sales

Negotiation

Pitch Presentations

Sales

Sales Management

Sales Process

Education

Bachelor’s degree in Business, Marketing, Management

Master’s degree preferred

Job description

Job Description Summary:

Position Overview:

Our products are available to consumers in more than 200 countries and territories.Thebrandsare brought to our consumers through anetwork of independent,Company-owned or controlled bottlingplants, as well asdistribution 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 bottlersegmentation.
• 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 improvecapabilities.
• Coordinate’straining/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 atthebottlersto execute the plan. Participate in all channel planning routines from Atlanta.
• Provides Bottler performance feedback to Franchise Leadership “serving as voice of themarket.”
• Monitor’smarket 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 planningstewardship.
• Responsible for negotiation and resolvingbottling contractsand National Supply Chain agreementsas well asgovernance agreementsandmanagesgovernance routines.

What You’ll Need

Qualifications & Requirements:

• Bachelor’s degreein Business, Marketing, Management with aMaster’sdegree is preferred.
• 5 or more yearsinCPG organization responsible fordirect sales, key account or franchise management with P&L responsibility.
• Must have experience as a Business Partnerwithdirect bottlerormanufacturingexperiencein theFood and Beverageindustryand how to develop capacity plans to meet customer demand.
• Must have experience withannualbusinessplanning, forecasting, customer and distributor managementand 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 toutilizethis 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.

The Coca-Cola Company will not offer sponsorship for employment status (including, but not limited to, H1-B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all 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.

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. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.