Senior Director, RGM Customer Execution- Walmart/Sams & eCommerce

Coca-Cola; Arkansas; On-site; USD 180,000 - 300,000; Full time

Job summary

Coca-Cola is seeking a Sr. Director, Revenue Growth Management (RGM) Execution for Walmart/Sams and eCommerce.

You will lead development and execution of RGM strategies that optimize pricing, assortment, promotions, package architecture, and trade investment to drive sustainable growth across key customers. You will partner with cross-functional teams including Customer Leadership, Category Leadership, Commercial Finance, Supply Chain, Marketing, Digital Commerce, and Bottling partners to

Qualifications

• Bachelor's degree in Business, Economics, Finance, Marketing, Data Analytics, or related field.
• 10+ years in Revenue Growth Management, Commercial Strategy, or related commercial functions.
• Deep experience with Walmart and/or major omnichannel retailers.
• Strong pricing, promotion, trade investment, assortment, and customer economics expertise.
• Experience influencing senior customer stakeholders and executives.
• Proven ability to lead cross-functional initiatives in large matrix organizations.
• Advanced analytical, strategic thinking, and financial acumen.
• Ability to influence without direct authority and drive alignment.

Responsibilities

• Lead RGM execution strategies across Walmart/Sams and eCommerce to drive revenue, profit, volume, and share growth.
• Translate enterprise RGM strategies into customer-level pricing, pack-price, assortment, promotion, and trade investment recommendations.
• Identify growth opportunities and risks through analysis of customer, category, consumer, and marketplace trends.
• Drive implementation of strategic initiatives to improve customer profitability and long-term growth.
• Partner with Walmart/Sams and eCommerce teams to develop annual and long-range joint business plans.
• Provide strategic guidance on pricing actions, promotional effectiveness, investments, assortment optimization, and commercialization.
• Influence customer decisions with data-driven recommendations and business cases.
• Ensure consistent RGM execution across omni-channel and digital environments.
• Lead channel-specific strategies for online, pickup, delivery, and omni-channel shopping.
• Improve online assortment, content, search visibility, and promotional performance with Digital Commerce.
• Leverage trends in eCommerce to identify new growth opportunities.
• Optimize trade investment allocation to improve ROI and profitability.
• Establish metrics and governance to measure promotions and investments.
• Collaborate with Commercial Finance and Sales to capture value opportunities.
• Lead cross-functional teams and advise senior commercial leaders on growth strategies.
• Drive alignment between enterprise RGM priorities and customer execution plans.
• Apply advanced analytics to identify growth opportunities and efficiency gains.
• Develop executive-level business reviews and leadership recommendations.

Skills

RGM execution

Cross-functional leadership

Data analytics

Pricing strategy

Omni-channel retail

Education

Bachelor's in Business or related

MBA or advanced degree

Tools

Excel

Job description

Job Description Summary

The Sr. Director, Revenue Growth Management (RGM) Execution - Walmart/Sams & eCommerce is responsible for leading the development and execution of Revenue Growth Management strategies across Walmart/Sams and eCommerce customers. This role serves as the primary link between RGM strategy and customer execution, ensuring pricing, assortment, promotion, package architecture, and trade investment decisions drive sustainable profitable growth while meeting customer and consumer needs.

The leader will partner closely with Customer Leadership, Customer Planning, Category Leadership, Commercial Finance, Supply Chain, Marketing, Digital Commerce, and Bottling partners to translate enterprise RGM strategies into customer-specific growth plans. The role requires deep expertise in customer economics, omni-channel retail, digital commerce, and commercial execution to unlock incremental value and strengthen Coca-Cola's competitive position within Walmart and eCommerce channels.

Key Responsibilities

Revenue Growth Management Leadership

• Lead RGM execution strategies across Walmart/Sams and eCommerce customers to deliver revenue, profit, volume, and share growth objectives.
• Translate enterprise RGM strategies into customer-level recommendations focused on pricing, pack-price architecture, assortment, promotion, and trade investment.
• Identify growth opportunities and risks through advanced analysis of customer, category, consumer, and marketplace trends.
• Drive implementation of strategic initiatives that improve customer profitability while supporting long-term business growth.

Customer Strategy & Execution

• Partner with Walmart/Sams and eCommerce customer teams to develop annual and long-range joint business plans.
• Provide strategic guidance on pricing actions, promotional effectiveness, customer investment decisions, assortment optimization, and commercialization plans.
• Influence customer-facing decisions through data-driven recommendations and business case development.
• Ensure consistent execution of RGM principles across omni-channel and digital commerce environments.

Digital Commerce & Omnichannel Optimization

• Lead development of channel-specific strategies that maximize growth across online, pickup, delivery, and omni-channel shopping occasions.
• Partner with Digital Commerce teams to improve online assortment, content, search visibility, promotional performance, and consumer conversion.
• Leverage emerging trends in eCommerce and retail media to identify new growth opportunities.

Trade Investment & Commercial Effectiveness

• Optimize trade investment allocation to improve return on investment and customer profitability.
• Establish performance metrics and governance processes to measure effectiveness of promotions and customer investments.
• Partner with Commercial Finance and Sales teams to identify and capture value opportunities.

Cross-Functional Leadership

• Lead and influence cross-functional teams across Customer, Marketing, Digital Commerce, Finance, Supply Chain, Category Leadership, and Bottler organizations.
• Serve as a key advisor to senior commercial leaders on customer growth strategies and commercial decisions.
• Drive alignment between enterprise RGM priorities and customer execution plans.

Insights & Analytics

• Apply advanced analytics and insights to identify opportunities for growth, efficiency, and competitive advantage.
• Utilize customer, consumer, category, and financial data to influence strategic decisions.
• Develop executive-level business reviews and recommendations for senior leadership.

Education and Qualifications

• Bachelor's degree in Business, Economics, Finance, Marketing, Data Analytics, or related field.
• 10+ years of progressive experience in Revenue Growth Management, Commercial Strategy, Customer Leadership, Category Management, Commercial Finance, or related commercial functions.
• Deep experience working with Walmart and/or major omnichannel retailers.
• Strong expertise in pricing, promotion strategy, trade investment, assortment optimization, and customer economics.
• Experience influencing senior customer stakeholders and executive leadership teams.
• Demonstrated success leading complex cross-functional initiatives in large matrix organizations.
• Advanced analytical, strategic thinking, and financial acumen capabilities.
• Proven ability to influence without direct authority and drive organizational alignment.

Preferred Qualifications

• MBA or advanced business degree.
• Experience in consumer packaged goods (CPG), beverage, retail, or eCommerce industries.
• Experience leading Revenue Growth Management programs across large-scale customer organizations.
• Knowledge of syndicated data sources and advanced commercial analytics.
• Experience with digital commerce platforms and omni-channel retail ecosystems.

Leadership Expectations

• Act as a strategic thought leader shaping the future of RGM execution across Walmart and eCommerce customers.
• Build strong partnerships and influence decisions