Director, Commercial Franchise

Position Title: Director, Commercial Franchise (R-139207)
Location: (USA) Candidates must be located in or willing to relocate to the Charlotte, NC area.

Travel: Up to 25% with an expectation to be in the office 3 days a week.

Position Overview:

The Coca-Cola system operates through a powerful network of bottling partners, bringing our portfolio to life across every channel and community. Within this system, the Franchise Commercial team plays a critical role in translating strategy into market-winning execution.

The Director, Franchise Commercial is a leader within the Franchise organization, accountable for end-to-end strategy and commercial performance across assigned categories and channels. This role will own the connection between commercial strategy, bottler execution, and marketplace results, ensuring we deliver balanced growth across revenue, volume, mix, and transactions.

This leader will operate at the intersection of strategy and execution, partnering closely with Coca-Cola Consolidated, cross-functional teams, and system leaders to drive clarity, focus, and impact in the market.

What You’ll Do for Us

1. Lead Planning & Stewardship Routines

• Own and elevate commercial planning routines (JBP, ABP, bi-monthly stewardship), ensuring:
  - Clear linkage from strategy → customer plans → execution
  - Full visibility and alignment across system stakeholders

2. Accelerate Key Growth Initiatives (“Big Bets”)

• Identify, prioritize, and drive a focused set of high-impact commercial initiatives within On-Premise and priority areas.

• Ensure disciplined tracking, clear accountability, and action-oriented course correction.

• Translate strategy into simple, sellable stories for bottlers and customers.

3. Strengthen Execution Capabilities

• Assess bottler capabilities across execution, selling routines, and commercial discipline (ESH, SOVI, PICOS).

• Identify gaps and guide targeted capability-building plans.

• Drive simplification and clarity in tools, scorecards, and routines.

4. Lead Market Street Challenge

• Own and drive the Market Street Challenge across the Franchise system, ensuring clear ambition, structure, and accountability.

• Partner with bottlers to translate the challenge into tangible in-market actions and measurable results.

• Track progress, remove barriers, and elevate learnings to accelerate system-wide impact.

5. Enable System Alignment & Governance

• Partner cross-functionally (RGM, Marketing, Supply Chain, Commercial, Customer teams) to ensure one aligned commercial agenda.

• Support governance routines and ensure clear decision-making and follow-through.

• Help drive consistency and focus across bottlers, while respecting local market realities.

6. Drive Targeted Commercial Execution (On-Premise Focus)

• Lead execution of commercial strategy in select priority areas, with a primary focus on On-Premise

• Translate system priorities into clear, actionable plans for bottlers and customers within these focus areas.

• Partner with bottler commercial and sales teams to ensure strong, consistent execution of PICOS and channel-specific strategies.

What You'll Need

Qualifications & Requirements:

• Bachelor’s degree required; MBA or advanced degree preferred

• 7+ years of experience in CPG, beverage, or relevant industries, across commercial, sales, RGM, or general management roles

• Strong experience working with or within franchise, strategy, or commercial teams

• Proven track record of driving results in complex environments

• Deep understanding of channel strategy, customer dynamics, and in-market execution levers

• Experience leading planning routines and cross-functional alignment

Leadership Profile:

• Strategic mindset: Focuses on future and growth, not just what looks good on paper

• High ownership: thinks and acts like a business owner with end-to-end accountability

• Influence without authority: able to align and mobilize bottlers and cross-functional leaders

• Structured and clear: simplifies complexity into actionable plans and priorities

• Strong commercial instincts: understands how to drive growth

• Collaborative but challenging: builds strong relationships while raising the bar

Why This Role Matters

This role sits at the heart of delivering commercial success across the Franchise system. It is a unique opportunity to shape how strategy comes to life in the market, influence senior system leaders, and drive meaningful business impact at scale.

What We Can Do For You
​

• Challenging Work: Our unique global system offers constant opportunities to develop world-class skills and a truly international career.

• Iconic Brand: Work on the most recognized brand in the world and be part of developing the brands next chapter.

• Exposure to World Class Leaders: Availability to global marketing leaders that will expand your network and exposure you to emerging digital platforms and marketing insights.

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.

Annual Business Planning, Business Plan Implementation, Business Planning, Capacity Planning, Channel Management, Channels Strategy, Communication, Contract Management, Customer Relationship Management (CRM), Distribution Operations Management, Execution Excellence, Financial Performance Management, Market Dynamics, Negotiation, Revenue Growth Management, Strategic Leadership, Teamwork, Value Chain Economics

Pay Range:

$145,000 - $169,000

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:

Remote

Travel Required:

00% - 25%

Relocation Provided:

Yes

Job Posting End Date:

April 14, 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.