Director, Franchise Operations - Total Portfolio, NorCal MU

Coca-Cola; United States; On-site; USD 145,000 - 169,000; Full time

Job summary

Coca-Cola is seeking a Director, Franchise Operations - Total Portfolio for NorCal, based in Sacramento. Lead partnerships with bottlers, develop annual business plans, and implement capability plans to sustain long-term growth.

You will manage bottler relationships, P&L oversight, and cross-functional teams to drive revenue, gross profit, and value sharing. Travel required; relocation not provided.

Qualifications

• Bachelor's Degree required in a relevant field.
• MBA preferred for strategic leadership and advanced business planning.
• 7–10 years Coca-Cola System/direct bottler experience and P&L exposure.

Responsibilities

• Oversee ongoing Bottler management including contracts, investments, pricing, and governance.
• Lead annual business planning and translate opportunities into actionable plans with bottlers.
• Manage bottler P&L and drive performance against objectives with regular reviews.

Skills

Annual Business Planning

Business Plan Implementation

Capacity Planning

Channels Strategy

Contract Management

Customer Relationship Management

Distribution Operations Management

Financial Performance Management

Negotiation

Strategic Leadership

Teamwork

Education

Bachelor's Degree

MBA

Job description

Job Description Summary

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.

Skills

• Annual Business Planning
• Business Plan Implementation
• Capacity Planning
• Channels Strategy
• Contract Management
• Customer Relationship Management (CRM)
• Distribution Operations Management
• Financial Performance Management
• Negotiation
• Strategic Leadership
• Teamwork

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

Location(s)

United States of America

City/Cities

Atlanta

Travel Required

26% - 50%

Relocation Provided

No

Job Posting End Date

November 5, 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.

Equal Opportunity Employer

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex,

Sponsorship & Work Authorization

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.