Director National Account, RBI

Coca-Cola; Irvine, Northern (CA, KY); Híbrido; USD 141 000 - 165 000; Tempo integral

Resumo da oferta

The Coca-Cola Company is seeking a Director, National Sales – RBI, to lead strategic partnerships with Burger King and Popeyes franchisees in the US. You will drive joint business planning and executive-level engagement to optimize volume, revenue, and operating income across franchise networks.

The role demands strong leadership, analytical insight, and cross-functional collaboration with Marketing, Finance, Operations, and Category teams to deliver annual plan outcomes and innovative customer

Qualificações

• Bachelor’s degree in Business, Marketing, or related field required.
• MBA preferred.
• Minimum 5–7 years of sales account management experience in foodservice/franchise/beverage industries.
• Proven ability to lead joint business planning and manage multi-unit relationships.

Responsabilidades

• Lead strategic partnerships with Burger King and Popeyes franchisees across defined territories.
• Drive end-to-end joint business planning from annual plan development through execution.
• Conduct bi-annual stewardship sessions with Mega and Tier 1 customers.
• Cultivate relationships within franchise organizations to facilitate agreements and programs.
• Partner cross-functionally with Marketing, Finance, Operations, and Category teams.
• Build business cases using insights to identify opportunities for franchise growth.
• Manage cross-functional resources to deliver annual plan outcomes.
• Lead system engagement through Foodservice operations to ensure plan delivery.

Conhecimentos

Account Management

Application Insights

Brand Activations

Business Development

Business Planning

Communication

Consultative Sales Management

Cross-Functional Collaboration

Customer Growth

Customer Relationship Management

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

Formação académica

Bachelor’s degree in Business/Marketing or related field

MBA

Descrição da oferta de emprego

## Director National Account, RBIApply: US - CA - Irvine: Full time: Posted Today: R-147325**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