Senior Director II, Specialty Retail

Job Description Summary:

At The Coca-Cola Company, our purpose is to refresh the world and make a difference through brands and partnerships that generate value for customers and consumers. Within our North America Operating Unit, Specialty Retail is a dynamic and evolving channel that includes Home Improvement, concessionaires, distributors, healthcare systems, and other strategic customer segments. These partnerships are essential to unlocking growth and shaping our Beverages for Life strategy across emerging consumption occasions.

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:

51% - 75%

Relocation Provided:

Yes

Job Posting End Date:

September 18, 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.