Senior Director, Business Development - Pacific Northwest Region
The Coca-Cola Company, Atlanta, GA, United States
Senior Director, Business Development (USA)
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 within the assigned geography. This role champions growth by driving beverage attachment, volume, and profitable performance through bold, large‑scale executions that deliver value for all stakeholders.
Location: Northern California, Northern Nevada, Oregon, Washington (including Sacramento, San Francisco, Portland, Reno, Seattle). Travel: approximately 50%. Remote location is possible.
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—BU Presidents, Field Office Leadership, and Agency Partners—to foster strategic communication and collaboration that drives 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 PACs teams to ensure ongoing value and collaboration.
Commercial Excellence & Revenue Growth Management
Design and execute largescale, profitable growth solutions using category management, pricing, mix, and RGM capabilities by identifying challenges and forward‑looking opportunities.
Balance short‑term performance and long‑term value through strong financial acumen and 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 or 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.
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‑mindful 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; 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, U.S. Business Development.
Compensation & Benefits
Pay range: $174,000 – $200,000 base salary (geography and experience dependent).
Annual incentive reference value: 30% (market‑based, target‑based).
Full range of medical, financial, and other benefits, dependent on position.
The Coca‑Cola Company is an equal‑opportunity employer and does not discriminate on the basis of race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, or disability. Applicants must be authorized to work in the United States on a full‑time basis and must not require sponsorship for employment status.
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Location: Northern California, Northern Nevada, Oregon, Washington (including Sacramento, San Francisco, Portland, Reno, Seattle). Travel: approximately 50%. Remote location is possible.
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—BU Presidents, Field Office Leadership, and Agency Partners—to foster strategic communication and collaboration that drives 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 PACs teams to ensure ongoing value and collaboration.
Commercial Excellence & Revenue Growth Management
Design and execute largescale, profitable growth solutions using category management, pricing, mix, and RGM capabilities by identifying challenges and forward‑looking opportunities.
Balance short‑term performance and long‑term value through strong financial acumen and 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 or 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.
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‑mindful 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; 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, U.S. Business Development.
Compensation & Benefits
Pay range: $174,000 – $200,000 base salary (geography and experience dependent).
Annual incentive reference value: 30% (market‑based, target‑based).
Full range of medical, financial, and other benefits, dependent on position.
The Coca‑Cola Company is an equal‑opportunity employer and does not discriminate on the basis of race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, or disability. Applicants must be authorized to work in the United States on a full‑time basis and must not require sponsorship for employment status.
#J-18808-Ljbffr