Franchise Growth Director, North Zone

The Coca-Cola Company; Plano (TX); On-site; USD 145,000 - 169,000; Full time

Job summary

The Coca-Cola Company is seeking a Director, Franchise Leadership – North Zone in Plano, TX. This role partners with Coca-Cola Southwest Beverages to align commercial priorities with bottler execution, driving profitable growth and marketplace excellence across the full beverage portfolio.

You will lead strategic initiatives, build executive relationships, develop JBPs, and ensure delivery of revenue and share targets.

Qualifications

• Bachelor’s degree in Business, Marketing, Management or related field.
• 7+ years in a CPG organization across sales, key account, franchise management, or operations.
• Demonstrated success translating annual strategies into territory operating plans, forecasting performance, managing customer or distributor relationships, and leading corrective actions that improve business results.
• Strong commercial and financial judgment, including experience with revenue and operating P&Ls, resource prioritization, selling, and negotiation in a complex franchise or entrepreneurial environment.
• Strong understanding of channel marketing, customer and outlet execution, syndicated research, and competitive analysis, with the ability to combine data and frontline insights to identify execution priorities.

Responsibilities

• Serve as the primary strategic liaison between The Coca-Cola Company and Coca-Cola Southwest Beverages (CCSWB) North Zone leadership team.
• Drive performance across the full Coca-Cola portfolio within CCSWB North Zone, with responsibility spanning all categories, brands, and packages in the assigned geography, supporting profitable volume, revenue, transactions, mix, and share growth through clear territory priorities and accountable execution with bottler partner.
• Lead territory deployment of aligned commercial strategies and initiatives, partnering with Commercial and other functional teams to establish operational readiness, clear sequencing, ownership, and adoption within the assigned geography.
• Champion execution excellence by coaching, influencing, and supporting the bottler organization to achieve top-tier performance in Market Street Challenge and other system execution benchmarks. Ensure the right utilization and deployment of Market Street Challenge and Execute, Sell Hunt capabilities.
• Build and maintain strong executive-level relationships that foster trust, transparency, and mutual accountability.
• Partner with CCSWB and internal stakeholders to provide strategic input, recommendations, and fact-based insights during the development of annual and long-range Joint Business Plans (JBPs).
• Develop and activate contingency plans with bottler and cross-functional partners to protect annual business plan delivery across revenue, volume, share, net outlets, SOVI, and pricing execution; monitor recovery milestones and results.
• Expand territory potential through Share of Visual Inventory (SOVI), Cold Drink Equipment (CDE), innovation execution, and strong conversion of aligned category and commercial plans into outlet-level results.
• Strengthen operating partnerships across multiple stakeholders by aligning Zone leadership, operations, sales, and frontline teams on agreed priorities across customers, channels, brands, and packages.
• Assess differences in market potential and performance within North Zone; recommend priorities, resource needs, and segmented execution interventions to the Senior Director II, and implement agreed choices.
• Participate in weekly and monthly performance routines, integrating revenue, volume, share, transactions, and execution indicators into clear diagnoses, named actions, and follow-through for North Zone
• Identify root causes of performance gaps with bottler regional operations teams, agree on corrective actions, track recovery, adjust territory plans, and elevate unresolved risks with clear recommendations.
• Manage assigned discretionary budgets within approved authority, balancing territory needs, expected returns, and bottler execution capacity; recommend investment trade-offs and additional resource needs.
• Identify common execution and capability gaps across the region and build capabilities in partnership with Region Commercial, Intelligence, RTM, and other functional teams; share successful practices across bottlers.
• Partner with Franchise Commercial leaders in the bi-monthly planning process, integrating customer, channel, marketing, finance, and supply-chain inputs into a coherent territory execution agenda with clear bottler commitments.
• Maintain a regular in-market cadence across North Zone to validate outlet execution, learn from customers and frontline employees, identify barriers firsthand, and bring the voice of the market into bottler plans and our Region performance routines.
• Foster a Growth Mindset by challenging assumptions, identifying new growth opportunities, and driving continuous improvement across the Coca-Cola system.
• Model The Coca-Cola Company’s leadership behaviors.

Skills

Annual Planning

Business Planning

Capacity Planning

Channels Strategy

Contract Management

CRM

Distribution Operations

Financial Performance

Negotiation

Strategic Leadership

Teamwork

Education

Bachelor’s degree

Master’s degree preferred

Job description

The Coca-Cola Company is seeking a Director, Franchise Leadership – North Zone in Plano, TX. This role partners with Coca-Cola Southwest Beverages to align commercial priorities with bottler execution, driving profitable growth and marketplace excellence across the full beverage portfolio.

You will lead strategic initiatives, build executive relationships, develop JBPs, and ensure delivery of revenue and share targets.