Sr. Director GPO Account Management

The

Senior Director, Group Purchasing Organizations (GPO) Commercialization, Compliance and Account Management

is accountable for defining and leading Coca‑Cola’s

enterprise‑wide GPO strategy and commercial execution model , while serving as a

senior commercial seller and growth leader

within GPO‑led procurement environments across lodging, healthcare, and future emerging channels.

This role owns Coca‑Cola’s

end‑to‑end engagement with GPOs and their members , ensuring competitive relevance with key global customers while protecting

pricing integrity, funding discipline, system economics, and route‑to‑market coherence . Success requires

continuous, high‑touch selling and engagement

with GPO leadership and members to drive awareness, advocacy, and penetration of Coca‑Cola’s

core, innovation portfolio

in highly dynamic operator environments.

The Sr. Director leads

annual Joint Business Planning (JBP) , leveraging

Collaborative Business Planning (CBPs)

as the foundational tool to develop and deliver

3–5 year long‑range growth strategies . These plans align customer objectives with Coca‑Cola’s category leadership vision, innovation pipeline, commercial priorities, and investment guardrails—translating enterprise strategy into actionable, member‑level execution.

As the

executive owner of GPO governance , this role partners closely with Customer Leadership, Revenue & Growth Management (RGM), Bottlers, ARTM, Finance, IT/Digital, and Marketing to build a

scalable, compliant, and future‑ready operating model

spanning pricing, funding, hierarchy, activation, and reporting.

The role serves as the

primary executive escalation point

for GPO‑related strategy, risk, and investment decisions and represents Coca‑Cola in complex, high‑stakes negotiations with major customers and purchasing organizations—balancing disciplined governance with proactive selling and long‑term growth enablement.

Scope and Impact of the Role

Enterprise Leadership: Owns GPO strategy impacting multiple channels, geographies, and System stakeholders, with material influence on volume, margin, and customer retention.

Commercial Risk Stewardship: Accountable for mitigating pricing incoherency, duplicate funding, channel conflict, and compliance exposure inherent in GPO participation.

Customer Management: Will manage a portfolio of GPO customers.

Operating Model Ownership: Designs and institutionalizes Coca‑Cola’s end‑to‑end GPO operating model—spanning pricing, vetting, hierarchy, funding, and reporting.

Governance Authority: Enforces governance standards across System participants, influencing decisions reviewed at OPC and CCLT levels.

Experience Required

15+ years of progressive leadership experience in:

Enterprise customer strategy

Channel or commercial strategy

Revenue management, pricing, or trade governance

Demonstrated leadership in high‑complexity, matrixed environments, ideally within franchised or distribution systems.

Trusted relationships with Coca‑Cola Franchise system to collaborate with; to manage expectations and shape business decisions and outcomes.

Proven experience influencing or leading strategy across:

National or global customers

Multi‑unit or multi‑channel business models

Third‑party intermediaries (e.g., GPOs, distributors, operators)

Track record of engagement with enterprise governance bodies and executive decision forums.

Experience building or scaling new operating models strongly preferred.

Enterprise Strategy & Vision

Ability to set a multi‑year vision for GPO engagement aligned to Coca‑Cola’s growth, customer, and channel strategies.

Governance & Risk Management

Ability to design and enforce guardrails that protect System economics while supporting customer needs.

Executive Leadership & Influence

Proven ability to lead through influence across bottlers, franchise teams, functional leaders, and external partners.

Customer & Partner Leadership

Ability to navigate sensitive negotiations where Coca‑Cola’s participation is both expected and scrutinized.

Data, Systems & Digital Fluency

Comfort sponsoring digital transformation efforts, including AI‑enabled vetting, analytics, and process automation.

Change Leadership

Capability to lead organizational change from ad‑hoc execution to institutionalized enterprise capability.

Key Performance Indicators

Outlet Acquisition (Pepsi/KDP Conversion)

Outlet Activation (Organic Growth)

Category Captain

Education/Training of GPO Procurement and Members

Accelerate vertical growth (Incentives, Volume Growth Tier achievement)

Locations
Dallas, Irvine, Atlanta, Chicago, DC

Function
Sales

Travel Required
51% - 75%

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.

Compensation

Pay Range (United States of America): $174,000 - $200,000

Annual Incentive Reference Value Percentage: 30

Employment Opportunity
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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