Senior Director, Business Development

About the role

The Senior Director, Business Development, USA is an enterprise leader responsible for shaping and delivering both annual and long-term growth strategies across all restaurants in their geography for a strategic customer of Coca-Cola. This role serves as a catalyst for growth, driving beverage attachment, volume, and profitable performance by translating enterprise-wide strategies into bold, large-scale executions that create value for all stakeholders.

Responsibilities

• Lead enterprise growth strategy execution within the assigned Field Office, shaping annual and multi-year plans that deliver material impact on volume, share, and profitability.
• Prioritize engagement with key stakeholders - including BU Presidents, Field Office Leadership, and Agency Partners while focusing on strategic communication and collaboration to drive long-term growth.
• Attend high-priority customer meetings with BU leadership on key business topics.
• Maximize the impact of Business Unit and Field Office engagements through proactive pre-selling and strategic influence.
• Apply an NAOU enterprise mindset to identify, scale, and share volume-driving best practices across geographies.
• Serve as a trusted senior advisor to Corporate and Franchisee leadership, building C-suite relationships grounded in deep understanding of customer strategy, economics, and decision-making.
• Cocreate and execute annual and long-term Business Unit and Field Office joint business plans aligned to the customer's U.S. Collaborative Business Plan.
• Develop an annual stakeholder communication/influencing plan in collaboration with cross-functional partners and our PACs team to ensure ongoing value and collaboration.
• Design and execute large-scale, profitable growth solutions using category management, pricing, mix, and Revenue Growth Management (RGM) capabilities by identifying challenges and forward-looking opportunities.
• Balance short-term performance and long-term value through strong financial acumen and demonstrating ROI-driven decision-making.
• Lead change across the customer’s system, navigating diverse priorities, capabilities, and operating realities with a solution-oriented approach.
• Adapt strategies in response to evolving consumer trends, operational constraints, market dynamics, and changes/delays to customer priorities to protect and maximize the business plan.
• Foster strong, trust-based relationships and effective collaboration within the team and across internal stakeholders.
• Role model The Coca-Cola Company leadership behaviors by fostering an inclusive, high-accountability culture focused on results, collaboration, and continuous improvement.

Requirements

• Proven experience leveraging category management and RGM to deliver profitable, multi-year growth.
• Strong track record commercializing consumer-relevant, large-scale programs.
• Inclusive leader with executive presence and the ability to influence in complex, networked environments.
• Demonstrated change leader with strong analytical and problem-solving capabilities.
• Enterprise-minded collaborator who drives alignment, shares best practices, and builds high-performance cultures.

Qualifications

• Minimum 8 years of experience in B2B sales, C-suite relationship management, commercialization, or customer/consumer sales; foodservice experience preferred.
• Demonstrated strength in strategic selling, financial acumen, RGM, and account management.
• Experience within food service franchise and/or multi-unit customer systems strongly preferred.
• Bachelor’s degree required; MBA preferred.
• Travel requirement: approximately 50%-75%.

Skills

• Category Management
• Revenue Growth Management (RGM)
• Strategic Selling
• Financial Acumen
• Change Leadership
• Talent, Culture & Leadership

Benefits

Our benefits package includes:

• A full range of medical, financial, and/or other benefits, dependent on the position.
• Annual Incentive Reference Value Percentage: 30
• Long-term Incentive Reference Value Percentage: 0 - 20

Pay

Pay Range: United States of America: 174,000 USD - 200,000 USD

Schedule

Travel Requirement: Approximately 51% - 75%

Application Instructions

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.