Senior Director, Business Development - Pacific Northwest Region
The Coca-Cola Company, Atlanta, GA, United States
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 for a key customer, in their assigned geography. 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.
Location Candidate must be located within the geography covered by this role: Northern California, Northern Nevada, Oregon, and Washington. We will consider only candidates based in or ready to relocate to Sacramento, San Francisco, Portland, Reno, Seattle.
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.
Customer Value Creation & Executive Partnership
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.
Co‑create 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.
Commercial Excellence & Revenue Growth Management
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.
Change Leadership & Agility
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.
Talent, Culture & Leadership
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.
Candidate Profile
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.
Experience & Background
Minimum 8 years of experience in B2B sales, C‑suite relationship management, commercialization, or customer/consumer sales; or national 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%.
Reporting Relationship Reports to Vice President, US Business Development.
Compensation & Benefits Pay Range : $174,000 – $200,000.
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%
Travel Travel required: 51% – 75%.
Relocation Relocation provided.
Equal Opportunity Employer 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.
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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.
Location Candidate must be located within the geography covered by this role: Northern California, Northern Nevada, Oregon, and Washington. We will consider only candidates based in or ready to relocate to Sacramento, San Francisco, Portland, Reno, Seattle.
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.
Customer Value Creation & Executive Partnership
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.
Co‑create 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.
Commercial Excellence & Revenue Growth Management
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.
Change Leadership & Agility
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.
Talent, Culture & Leadership
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.
Candidate Profile
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.
Experience & Background
Minimum 8 years of experience in B2B sales, C‑suite relationship management, commercialization, or customer/consumer sales; or national 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%.
Reporting Relationship Reports to Vice President, US Business Development.
Compensation & Benefits Pay Range : $174,000 – $200,000.
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%
Travel Travel required: 51% – 75%.
Relocation Relocation provided.
Equal Opportunity Employer 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.
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