Senior Director, Business Development

Role Overview

• 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.
• 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.
• Cocreate 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.
• Design and execute largescale, 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.
• 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.
• 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.

Requirements

• 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%.

Benefits

• A full range of medical, financial, and/or other benefits, dependent on the position is offered.
• Annual Incentive Reference Value Percentage: 30
• Annual Incentive reference value is a market-based competitive value for your role.