Senior Manager, Franchise Operations - RTM

Job Description

The Senior Manager, Franchise Operations, RTM is responsible for building and improving the South Region Route-to-Market capabilities required to expand outlet reach, strengthen service and execution, and translate channel and market priorities into practical bottler operating routines with a focus on the HoReCa business. The role is deeply hands-on with Coca-Cola United and South Region Mainstream bottlers, working across bottler Operations, Sales, Commercial, distributor, and frontline teams to implement and improve RTM capabilities and tools. The Senior Manager has specific responsibility for RTM 360 implementation, Coke Leads and DEEP, Cold Drink Equipment (CDE) segmentation and stewardship, MyCoke, distributor onboarding, network development, scorecards, and performance routines. The role partners closely with the Director, Franchise Operations, FSOP, who leads the overarching FSOP channel strategy, senior bottler FSOP alignment, and channel growth plans. The Senior Manager translates those agreed priorities into RTM capabilities and practical implementation with Franchise Operations and bottler RTM, Distributor, and HoReCa teams. Franchise Operations retains accountability for business delivery within each geography; this role owns the RTM capability, tools, routines, and implementation support required to improve how the system reaches and serves the market.

What You’ll Do For Us

• Lead implementation and continuous improvement of RTM 360 capabilities across Coca-Cola United and relevant South Region Mainstream bottlers, translating agreed RTM strategies into practical operating processes, routines, tools, measures, and frontline adoption.
• Build and steward Coke Leads and DEEP (segmentation) capabilities with bottler teams, ensuring clear processes, ownership, follow-through, and learning that improve outlet acquisition, conversion, and execution.
• Lead CDE segmentation and stewardship with bottler partners, supporting disciplined prioritization, placement, execution, and performance routines aligned to outlet and market opportunity.
• Lead the South Region MyCoke capability agenda with bottlers, supporting implementation, adoption, operating routines, and continuous improvement in relevant markets and customer segments.
• Support distributor strategy execution through distributor onboarding, network development, operating standards, scorecards, performance routines, and capability building with bottler and distributor teams.
• Partner with bottler Operations, Sales, and Commercial teams to translate RTM priorities into clear frontline processes, roles, tools, and measures that can be sustained within day-to-day operations.
• Spend significant time in market with bottler and frontline teams to understand route, outlet, distributor, and execution realities; validate whether RTM capabilities are working as intended and identify barriers and improvement opportunities firsthand.
• Use relevant outlet, execution, customer, channel, and RTM performance measures to identify gaps, diagnose adoption barriers, and recommend practical interventions in partnership with Franchise Intelligence and bottler teams.
• Partner closely with the Director, Franchise Operations, FSOP to translate the overarching FSOP channel strategy, senior bottler agreements, and growth plans into RTM implementation priorities, capability requirements, and milestones. Coordinate geographic deployment with Franchise Operations and bring frontline learning back to inform channel plans, without duplicating the Director’s channel leadership or Operations’ ownership of business delivery.
• Develop clear scorecards, implementation milestones, adoption measures, and review routines for RTM capabilities; work with the Director, Franchise Operations, FSOP to resolve channel alignment issues and elevate unresolved execution barriers, resource needs, and trade-offs to the Vice President, Franchise Operations, South Region with clear recommendations.
• Identify successful practices across United regions, Mainstream bottlers, distributors, and frontline teams; codify and scale relevant approaches while allowing for local market and operating-model differences.
• Build RTM capability within bottler teams through training, coaching, practical playbooks, tools, and routines that increase local ownership and reduce dependence on central support over time.
• Maintain disciplined follow-through on RTM commitments, pilots, implementation actions, and capability milestones, ensuring work moves from design into sustained bottler operating practice.
  
  

Qualifications & Requirements

• Bachelor’s degree in Business, Sales, Marketing, Operations, Supply Chain, or a related field required; advanced degree preferred.
• 5 or more years of experience in CPG, beverage, route-to-market, franchise operations, field sales, distributor management, customer development, or related commercial or operational roles.
• Demonstrated understanding of Route-to-Market models, outlet segmentation, distributor operations, field sales and execution routines, and the operating levers required to improve market coverage and execution.
• Experience translating RTM strategies or capabilities into frontline processes, tools, scorecards, training, adoption routines, and measurable execution improvements.
• Strong understanding of CDE strategy and execution, outlet prioritization, distribution, availability, customer acquisition, and related marketplace execution levers.
• Ability to work effectively with bottler, distributor, Sales, Operations, Commercial, Intelligence, and cross-functional partners without direct authority.
• Strong analytical and problem-solving skills with the ability to use outlet and execution measures to identify gaps, understand root causes, and recommend practical actions.
• Demonstrated commitment to spending significant time in market with frontline teams and using direct market learning to improve RTM capabilities and operating routines.
• Strong communication, project leadership, and follow-through, with the ability to simplify complex operating challenges into clear actions, owners, and milestones.