Director, Franchise Operations - Total Portfolio, NorCal MU

The Coca-Cola Company; Atlanta (GA); On-site; USD 180,000 - 280,000; Full time

Job summary

The Coca-Cola Company in NorCal is seeking a Director of Franchise Operations - Total Portfolio to lead bottler partnerships and drive annual business plans aligned with company objectives. This role emphasizes P&L stewardship, cross-functional leadership, and strategic bottler engagement in a complex market.

You will collaborate with regional teams to shape investment letters, pricing strategies, and market governance, ensuring operational excellence and long-term growth across the portfolio.

Qualifications

• Bachelor’s degree is required; MBA is preferred.
• Experience with Coca-Cola bottler network and franchise relations.
• Strong cross-functional collaboration across commercial, operations and sales.
• Proven ability to manage complex projects and drive performance.
• Deep understanding of bottler economics including P&L.

Responsibilities

• Lead ongoing Bottler management and serve as primary contact for NAOU.
• Develop annual investment letters and price-package/trade strategies.
• Drive annual commercial and operational plans with bottlers.
• Monitor performance metrics and replan to meet objectives.
• Guide end-to-end value chain activities and governance with bottlers.

Skills

Franchise relations

Cross-functional collaboration

Project management

P&L oversight

Stakeholder management

Education

Bachelor’s Degree

MBA

Job description

Location: Sacramento, CA- co located in RCCB office The Director, Franchise Operations - Total Portfolio, NorCal is accountable for the ongoing partnership with designated bottlers to drive all aspects of the Coca-Cola business. Key deliverables will be agreement to and execution of detailed annual business plans based on mutually agreed to company / bottler objectives as well as specific capability plans to enable a sustainable long term business model.

What You’ll Do For Us

Ongoing Bottler Management

• Relationship & Contractual management:
• Manages all aspects of Bottler relationships with NAOU and serves as primary contact
• Ensures development of annual investment letter with Bottler agreements on Price-Package-Trade decisions on total Portfolio
• Gains agreement to Customer Leadership Council SKU/pricing decisions and customer governance.
• Supports Alternate Route To Market process
• Gains agreement to Customer Trade Marketing
• Maintains business continuity
• Business Planning
• Ensures Market/Bottler business assessments are completed and incorporates assessment/opportunities into plans
• Builds and directs the development of an annual commercial plan & tactical objectives with Bottler
• Gains commitment to commercial plan components and resources needed to fully execute
• Business Plan and Stewardship
• In conjunction with Bottler, actively manages bottler P&L to achieve annual objectives
• Weekly/monthly performance management stewardship; Revenue, Gross Profit, Transactions, Incidence and Value Share
• Monitors performance versus execution objectives, re-plans as necessary and provides feedback to key stakeholder
  

Requirements & Qualifications

• Bachelor’s Degree Required
• MBA Preferred
• 7– 10 years Coca-Cola System/direct bottler experience
• Understanding of franchise relations aspects of Coca-Cola North America system
• Cross functional working knowledge (customer, commercial, product supply, customer care, sales operations, etc.)
• Understanding of bottler operations
• Complex project management capability
• Direct accountability for franchise leadership with an Independent Bottler
• Experience and understanding of running the full value chain
• Full understanding of system and bottler economics including P&L
  

What We’ll Do For You

• Enable you to lead complex system initiatives that reshape how Coca‑Cola competes in market and builds future growth capabilities across our bottling partners.
• Provide scope to apply transformation leadership that bridges strategic thinking and market execution within a collaborative, growth-oriented environment.
• Offer opportunities to build and enhance system capabilities that make our franchise network more agile, data-enabled, and efficient.
• Support your development as a transformation leader through exposure to regional and enterprise-level challenges that strengthen long-term business readiness.