Director, Franchise Operations - Total Portfolio, NorCal MU

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

Job summary

The Coca-Cola Company is seeking a Director, Franchise Operations - Total Portfolio for NorCal, based in Sacramento, CA, to lead the ongoing partnership with designated bottlers and drive annual business plans aligned with bottler objectives and a sustainable long-term model.

You will manage bottler relationships, develop investment letters, govern SKU and pricing decisions, oversee P&L with the bottlers, and steer market programs, performance reviews, and cross‑functional execution to enable

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.

Responsibilities

• Oversee bottler relationship and contractual management; primary contact for NAOU.
• Develop annual investment letters with Bottler agreements on price-package-trade decisions for total portfolio.
• Secure agreement on SKU/pricing decisions and customer governance.
• Support Alternate Route To Market decisions and Customer Trade Marketing.
• Maintain business continuity and ensure bottler governance.
• Plan and execute annual commercial plan with Bottler; align resources to execute.
• Manage bottler P&L to achieve objectives; monitor revenue, gross profit, transactions, incidence, and share.
• Provide feedback to stakeholders with regular performance 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.

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:

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

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:

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.

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.