What are the responsibilities and job description for the Senior Director, Business Development position at The Coca-Cola Company?
At The Coca-Cola Company, we are in pursuit of becoming an even more consumer-centric total beverage company. Beverages are a growing and vibrant industry with long-term growth opportunities well into the future. In this role you’ll be responsible for interfacing with account teams and customers to configure and own fulfillment of account-based equipment, service, and supply chain solutions to support our customer value-creation strategy. Working closely with the sales team and our customers, you’ll play a key role in driving beverage quality, revenue, and profit for the system. We’re looking for someone with strong customer service experience and the ability to deliver results.
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.
As a cross‑functional leader, this role unites senior stakeholders across the customer's Corporate, Filed Offices, Franchisees, Agency Partners, and Coca‑Cola—maximizing the power of the full system and building on a 70 year partnership with the customer. Acting as the single, unified voice of the customer, this leader influences and aligns key business functions including marketing, supply chain, operations, innovation, and distribution.
Ultimately, this role is accountable for delivering against annual business plans while accelerating sustainable, long‑term growth across the customer’s system.
Key Accountabilities
Enterprise Growth & Strategic Leadership
Business Development, Business Planning, Collaborative Leadership, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Group Problem Solving, Influencing, Long Term Planning, Operational Assessment, Sales Forecasting, Sales Management, Sales Process, Solutions Selling, Waterfall Model
Pay Range
United States of America: 174,000 USD - 200,000 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
Nashville
Travel Required
51% - 75%
Relocation Provided:
Yes
Job Posting End Date
August 4, 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.
Pay Range:United States of America: 0 USD - 0 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.
Long-term Incentive Reference Value Percentage:0 - 20
Long-term Incentive reference value is a market-based competitive value for your 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.
As a cross‑functional leader, this role unites senior stakeholders across the customer's Corporate, Filed Offices, Franchisees, Agency Partners, and Coca‑Cola—maximizing the power of the full system and building on a 70 year partnership with the customer. Acting as the single, unified voice of the customer, this leader influences and aligns key business functions including marketing, supply chain, operations, innovation, and distribution.
Ultimately, this role is accountable for delivering against annual business plans while accelerating sustainable, long‑term growth across the customer’s system.
Key Accountabilities
Enterprise Growth & Strategic Leadership
- 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 largescale, 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.
- Proven experience leveraging category management and RGM to deliver profitable, multi‑year growth.
- Strong track record commercializing consumer relevant, largescale 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.
- 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%
Business Development, Business Planning, Collaborative Leadership, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Group Problem Solving, Influencing, Long Term Planning, Operational Assessment, Sales Forecasting, Sales Management, Sales Process, Solutions Selling, Waterfall Model
Pay Range
United States of America: 174,000 USD - 200,000 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
Nashville
Travel Required
51% - 75%
Relocation Provided:
Yes
Job Posting End Date
August 4, 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.
Pay Range:United States of America: 0 USD - 0 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.
Long-term Incentive Reference Value Percentage:0 - 20
Long-term Incentive reference value is a market-based competitive value for your role