Job Description Summary:

We are seeking a Senior Director II, Specialty Retail to lead national account management and commercial strategy for key Specialty Retail portfolios while advancing enterprise-level objectives for revenue, profitability, and long-term growth. This executive-facing role demands a proven sales leader who combines strategic vision, operational rigor, and influence across the Coca-Cola system. You will guide customer joint-business agendas, deliver excellence through disciplined planning, and mobilize cross-functional resources to create winning marketplace execution. If you have a passion for building enduring partnerships, leading transformation, and enabling teams to achieve bold objectives, this position provides an opportunity to make a meaningful impact in one of Coca-Cola's most complex and fast-growing segments.

What You'll Do for Us

• Lead and develop a high-performing national team of directors, managers, and field associates focused on accountability, capability building, talent growth, and succession planning.
• Define and execute annual and long-range business strategies for Specialty Retail, aligned with enterprise growth objectives, across Home Improvement, concessions, B2B, healthcare systems, and other priority channels.
• Establish joint growth agendas for customers such as Home Depot, Lowe's, Avolta, TJX, AutoZone, and healthcare networks, translating needs and marketplace opportunities into action-focused plans that deliver mutual value.
• Drive financial performance by managing revenue, volume, operating income, and profit targets through pricing architecture, portfolio optimization, and disciplined performance tracking.
• Lead customer engagement at the executive level, including business reviews, multi-year negotiations, and strategic contract renewals, ensuring relationships are positioned for innovation and category growth.
• Leverage the Coca-Cola system to deliver scalable business solutions across bottling partners and internal functions, improving availability, execution, and operational excellence.
• Partner closely with Revenue Growth Management, Finance, Marketing, Supply Chain, and commercial strategy teams to optimize economics, service models, and profitability within evolving retail formats.
• Oversee forecasting, annual operating plans, and commercial stewardship routines; proactively identify risks and implement mitigation strategies to protect revenue commitments.
• Integrate market research, competitive intelligence, and customer performance analytics to anticipate trends, strengthen negotiation positions, and enable data-rich decision-making.
• Champion enterprise collaboration and lead transformational changes across a complex matrix environment, aligning stakeholders and accelerating speed-to-market for customer initiatives.

Requirements & Qualifications

• Bachelor's degree in Business, Marketing, or related field required; MBA preferred.
• 10+ years of progressive experience in sales leadership, national account management, retail or foodservice channels, Revenue Growth Management, and commercial planning.
• Demonstrated ability to build and sustain senior-level partnerships within large, matrixed organizations while delivering measurable growth outcomes.
• Proven success leading joint business planning, complex negotiations, strategic partnerships, and multi-year agreements.
• Advanced commercial acumen, including experience in customer economics, pricing architecture, portfolio strategy, and financial forecasting.
• Deep understanding of route-to-market structures and operational execution within national and regional customer ecosystems.
• Strong influencing skills with the ability to lead cross-functional teams and drive alignment across internal and bottler networks.
• Expertise using performance metrics, market insights, and digital capabilities to inform decisions and accelerate results.
• Track record of organizational capability building, transformational leadership, and talent development.
• Collaborative mindset with ability to navigate ambiguity and lead change across a complex business model.

What We'll Do for You

• Provide significant scope to shape growth strategies for Specialty Retail portfolios and lead enterprise transformation in a high-priority channel.
• Equip you with comprehensive commercial planning tools, advanced analytics, and best-in-class data platforms for decision-making and customer insight.
• Offer broad exposure across the Coca-Cola system, enhancing your ability to influence executive leaders, industry partners, and operational stakeholders.
• Create opportunities for career progression in a role that blends strategic leadership, operational excellence, and dynamic customer engagement.

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:
Change Leadership, Commercial Acumen, Contract Negotiations, Customer-Focused Leadership, Data Insights, Financial Analysis, Joint Business Planning, Matrix Leadership, Organizational Capability, Partnership Development, Performance Analytics, Revenue Growth Management, Route to Market, Stakeholder Influence

Pay Range:
United States: 199,000 - 228,000 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:
50

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.

Long-term Incentive Reference Value Percentage:
20

Long-term Incentive reference value is a market-based competitive value for your role.

Location(s):
United States of America

City/Cities:
Atlanta

Travel Required:
00% - 25%

Relocation Provided:
No

Job Posting End Date:
September 16, 2026