Director National Account, RBI

coke; Irvine (CA); On-site; USD 141,000 - 165,000; Full time

Job summary

The Coca-Cola Company in Irvine, California is seeking a Director of National Sales for RBI to lead strategic partnerships with Burger King and Popeyes franchisees. You will drive joint business planning, align cross-functional teams, and guide initiatives that increase volume, revenue, and profitability across the system.

You will build data-driven strategies, influence executive stakeholders, and manage multi‑unit relationships while traveling regularly to advance growth in the on‑premise

Qualifications

• Bachelor’s degree in Business, Marketing, or related field required; MBA preferred.
• Demonstrated ability to lead joint business planning and multi‑unit customer relationships.
• Strong analytical capability to synthesize data into actionable insights for decisions.
• Working knowledge of marketing concepts, brand positioning, and competitive dynamics.
• Experience in franchise operations, financial management, and execution frameworks.

Responsibilities

• Lead strategic partnerships with Burger King and Popeyes franchisees across defined territories and translate priorities into growth plans.
• Drive end-to-end joint business planning from annual plan development to execution.
• Conduct stewardship sessions with Mega and Tier 1 customers to review results and align on objectives.
• Cultivate relationships within franchise organizations to navigate decisions and execute programs.
• Partner cross-functionally with Marketing, Finance, Operations, and Category teams to develop insights and evaluate performance.
• Build business cases using insights and analytics to identify opportunities and inform new solutions.

Skills

Account Management

Data-Driven Decision Making

Leadership

Negotiation

Cross-Functional Collaboration

Sales Strategy

Franchise Relations

Presentation Skills

Education

Bachelor’s degree in Business, Marketing, or related field

MBA preferred

Job description

Job Description Summary:

Opening

At The Coca‑Cola Company, we refresh the world and make a difference by building brands and partnerships that drive shared success across the global foodservice landscape. The Director, National Sales – Restaurant Brands International (RBI) is a critical leadership role within our Foodservice & On‑Premise team in North America. This role leads collaborative engagement with Burger King and Popeyes franchisees, guiding national execution of contractual initiatives and joint business planning across two of the world’s most recognizable quick‑service restaurant brands.

Operating in a dynamic market, the Director develops growth strategies that enable franchisees to maximize volume, revenue, and operating income opportunities while advancing Coca‑Cola’s position as a trusted beverage partner. By combining relationship leadership with data‑driven decision making and cross‑functional collaboration, this position drives the integration of insights, marketing, and operational excellence to deliver shared value throughout the system.

What You’ll Do for Us

• Lead strategic partnerships with Burger King and Popeyes franchisees across defined territories, translating brand and business priorities into actionable customer growth plans.
• Drive end‑to‑end joint business planning (JBP), from annual plan development through stewardship and execution, ensuring objectives and initiatives align with system goals and franchisee needs.
• Conduct bi‑annual stewardship sessions with Mega and Tier 1 customers to review results, evaluate opportunities, and confirm strategic alignment on volume, revenue, and profit objectives.
• Cultivate influential relationships within franchise organizations to navigate decision processes and facilitate execution of agreements and customer programs.
• Partner cross‑functionally with Marketing, Finance, Operations, and Category teams to develop insights, evaluate program performance, and implement initiatives that support beverage sales growth.
• Build business cases leveraging insights and analytics that identify performance patterns, channel opportunities, and consumer trends to inform new solutions for franchisees.
• Manage collaborative processes that integrate brand marketing and operational optimization into franchisee strategies and execution plans.
• Lead system engagement through Foodservice operations and support resources to ensure delivery of annual business plan outcomes.
• Apply business improvement principles to simplify processes, enhance efficiency, and elevate customer satisfaction in partnership with the franchise community.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, or related field required; MBA preferred.
• Minimum 5–7 years of successful sales account management experience, ideally within foodservice, franchise, or beverage industries.
• Demonstrated ability to lead joint business planning processes and manage complex multi‑unit customer relationships.
• Proven analytical capability to synthesize consumer, customer, and market data into actionable insights that inform strategic decisions.
• Working knowledge of marketing concepts, brand positioning, and competitive dynamics relevant to quick‑service restaurant channels.
• Strong understanding of franchise operations including financial management, supply chain coordination, and execution frameworks.
• Skilled negotiator with experience in collaborative selling and contract implementation.
• Ability to manage multiple priorities across diverse stakeholders and integrate cross‑functional resources effectively.
• Excellent communication and presentation skills with confidence to engage executive‑level stakeholders.
• Commitment to continuous learning and growth behaviors aligned with Coca‑Cola’s leadership values—curiosity, empowerment, progress, and inclusion.

What We’ll Do for You

• Empower you to lead one of Coca‑Cola’s most strategic restaurant partnerships and drive national initiatives that impact consumer experience and system performance.
• Provide access to insights, data tools, and commercial solutions designed to strengthen customer relationships and enable profitable growth.
• Offer collaboration across cross‑functional expert teams to enrich your understanding of marketing, operations, and financial planning.
• Support professional development within Coca‑Cola’s Foodservice & On‑Premise commercial leadership community, opening pathways for future advancement.

Location

Irvine, California (preferred) or surrounding area | Travel required approximately 35–40%

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, Application Insights, Brand Activations, Business Development, Business Planning, Communication, Consultative Sales Management, Cross‑Functional Collaboration, Customer Growth, Customer Relationship Management (CRM), Data-Driven Decision Making, Decision Making, Franchise Relations, Growth Mindset, Joint Business Planning, Leadership, Marketing, Marketing Activation, National Account Sales, Negotiation, Pitch Presentations, Sales, Sales Management, Sales Process, Stewardship

Pay Range:

United States: 141,000 - 165,200 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:

Irvine

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

October 13, 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.