Director, Franchise Operations

Job Description Summary:

Location: St. Louis or Kansas City.

This role serves as the steward of our HoReCa & FSOP strategy across our mainstream Bottler Partners. We are looking for candidates with bottling or general management experience who can build relationships and execute our strategies across our network while navigating market dynamics, integrating business strategies, and driving excellence in execution.

What You'll Do for Us

• Own On‑Premise (Hotels, Restaurants, and Cafés (HoReCa) + Foodservice & On‑Premise (FSOP) + Local Market Plans (LMP for Mainstream bottlers

• Responsible for weekly/monthly performance management, including reporting on revenue, volume, share, and transaction metrics.

• Monitors performance versus execution objectives, re-plans as necessary, and provides feedback to key stakeholders.

• Executes the HoReCa commercial strategy and collaborates directly with bottling partners for local market execution, ensuring the alignment of strategic goals.

• Responsible for collaborating on contingency plans to deliver annual business plan performance, covering key metrics such as revenue, volume, share, net outlets, SOVI (share of visual inventory), and pricing.

• Assess bottler businesses’ high-level strategies and short- vs. long-term decision-making to prevent integration disruptions and ensure feasibility.

• Define and leverage critical measures to evaluate strategic success and align initiatives with the company’s broader goals.

• Collaborate with bottlers to optimize operational bottler-packaging-product-channel (OBPPC) frameworks and local initiatives.

• Navigate channel strategies and develop precise action plans catered to diverse markets to align with profitability and competitive needs.

• Foster strong relationships with local bottlers and external stakeholders by managing governance routines and resolving bottling contracts and national supply chain agreements.

• Negotiate value-driven solutions by leveraging evidence-based arguments and creative, strategic thinking while balancing transactional goals with long-term relationship value.

• Evaluate regional dynamics, consumer demand patterns, and bottler investment needs to optimize strategies.

• Ensure real-time reporting and action plans address competitive pressures and enhance market penetration.

Qualifications & Requirements

• Bachelor’s degree in business, Finance, Marketing, or Management with a master’s degree preferred.

• 7+ years of experience in a Consumer-Packaged Goods (CPG) or related industry, with a focus on direct sales, key account management, or franchise management. Experience should include proven P&L ownership and the ability to deliver measurable business results.

• Previous experience working directly with bottlers, distributors, or manufacturing partners in the Food & Beverage sector. Familiarity with annual business planning, distributor negotiations, and commercial strategy execution is essential.

• Demonstrated success in creating and executing business plans aligned with long-term objectives and informed by deep insights into revenue growth, market conditions, and customer segmentation trends.

• A track record of successfully monitoring performance metrics (revenue, volume, share, transactions) and adapting strategies to achieve positive outcomes. Candidates should be familiar with methodologies for reporting and analyzing key performance indicators (KPIs). 

• Expertise in managing a portfolio across diverse distribution channels and customer types. Proven ability to apply market segmentation strategies and action plans that drive region-specific results and improve system efficiency.

• Strong capability to manage, negotiate, and resolve contracts, including National Supply Chain agreements and governance routines, with a focus on maximizing value while maintaining positive relationships. Provides evidence-based, creative solutions during negotiations to achieve win-win outcomes.

• Ability to thrive in dynamic environments where priorities shift and market conditions change rapidly. Candidates must have demonstrated experience adapting plans and strategies to navigate uncertainty while maintaining focus on long-term goals.

What We Can Do For You

• Iconic Brand: Work on the most recognized brand in the world and be part of developing the next chapter.
• Exposure to World-Class Leaders: Access to global marketing leaders who will expand your network and expose you to emerging digital platforms and marketing insights.
• Learning Culture: Access to resources and management programs that give you the tools to continually develop your skills and knowledge.

All persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form (Form I-9) upon hire.

Skills:

Annual Business Planning, Business Plan Implementation, Capacity Planning, Channels Strategy, Contract Management, Customer Relationship Management (CRM), Distribution Operations Management, Financial Performance Management, Negotiation, Strategic Leadership, Teamwork

Pay Range:

United States: 145,000 - 169,000 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:

Atlanta

Travel Required:

51% - 75%

Relocation Provided:

No

Job Posting End Date:

November 5, 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.