Director, Commercial Franchise

Job Description Summary:

Position Title: Director, Commercial Franchise (R-139207)
Location: (USA) Candidates must be located in or willing to relocate to the Charlotte, NC area. 

Travel: Up to 25% with an expectation to be in the office 3 days a week.

Position Overview:

The Coca-Cola system operates through a powerful network of bottling partners, bringing our portfolio to life across every channel and community. Within this system, the Franchise Commercial team plays a critical role in translating strategy into market-winning execution. 

The Director, Franchise Commercial is a leader within the Franchise organization, accountable for end-to-end strategy and commercial performance across assigned categories and channels. This role will own the connection between commercial strategy, bottler execution, and marketplace results, ensuring we deliver balanced growth across revenue, volume, mix, and transactions. 

This leader will operate at the intersection of strategy and execution, partnering closely with Coca-Cola Consolidated, cross-functional teams, and system leaders to drive clarity, focus, and impact in the market. 

What You’ll Do for Us 

1. Lead Planning & Stewardship Routines

• Own and elevate commercial planning routines (JBP, ABP, bi-monthly stewardship), ensuring:  
  - Clear linkage from strategy → customer plans → execution  
  - Full visibility and alignment across system stakeholders   

2. Accelerate Key Growth Initiatives (“Big Bets”)

• Identify, prioritize, and drive a focused set of high-impact commercial initiatives within On-Premise and priority areas.  

• Ensure disciplined tracking, clear accountability, and action-oriented course correction.  

• Translate strategy into simple, sellable stories for bottlers and customers.  

3. Strengthen Execution Capabilities 

• Assess bottler capabilities across execution, selling routines, and commercial discipline (ESH, SOVI, PICOS).  

• Identify gaps and guide targeted capability-building plans.  

• Drive simplification and clarity in tools, scorecards, and routines.  

4. Lead Market Street Challenge 

• Own and drive the Market Street Challenge across the Franchise system, ensuring clear ambition, structure, and accountability.  

• Partner with bottlers to translate the challenge into tangible in-market actions and measurable results.  

• Track progress, remove barriers, and elevate learnings to accelerate system-wide impact.  

5. Enable System Alignment & Governance 

• Partner cross-functionally (RGM, Marketing, Supply Chain, Commercial, Customer teams) to ensure one aligned commercial agenda.  

• Support governance routines and ensure clear decision-making and follow-through.  

• Help drive consistency and focus across bottlers, while respecting local market realities.  

6. Drive Targeted Commercial Execution (On-Premise Focus) 

• Lead execution of commercial strategy in select priority areas, with a primary focus on On-Premise  

• Translate system priorities into clear, actionable plans for bottlers and customers within these focus areas.  

• Partner with bottler commercial and sales teams to ensure strong, consistent execution of PICOS and channel-specific strategies.  

What You'll Need

Qualifications & Requirements:

• Bachelor’s degree required; MBA or advanced degree preferred  

• 7+ years of experience in CPG, beverage, or relevant industries, across commercial, sales, RGM, or general management roles  

• Strong experience working with or within franchise, strategy, or commercial teams  

• Proven track record of driving results in complex environments  

• Deep understanding of channel strategy, customer dynamics, and in-market execution levers  

• Experience leading planning routines and cross-functional alignment  

Leadership Profile:

• Strategic mindset: Focuses on future and growth, not just what looks good on paper  

• High ownersh