Senior Director, Franchise Operations – Southwest & Mainstream

Job Description Summary

The Senior Director, Franchise Operations – Southwest & Mainstream serves as the senior franchise leader responsible for driving business performance, execution excellence, and system alignment across multiple bottling partners and geographies. Through a team of Franchise Leadership Directors, this role provides strategic leadership and organizational direction across the South, North, and Mainstream territories.

This leader serves as a key strategic partner to Franchise Commercial, Franchise Channel Leaders,  RTM & CDE and Bottling partner executives to ensure commercial priorities are aligned, resources are focused on the highest-value opportunities, and business plans are sequenced for maximum impact.

The Senior Director operates at a system level, establishing operating priorities, drives accountability through performance routines and scorecards, identifies opportunities to accelerate growth and execution, and ensures resources are aligned to maximize business performance across the region. The role also champions capability development and a Growth Mindset culture while fostering collaboration and alignment across the Coca-Cola system.

The role is accountable for delivering Joint Business Plan (JBP) commitments across all assigned geographies, providing marketplace feedback to continuously refine commercial strategies, and building a culture of accountability, execution excellence, and growth across the total Coca-Cola beverage portfolio.

The successful candidate demonstrates exceptional ability to translate strategy into execution, leadership of leaders, influence without authority, executive communication, and the ability to align diverse stakeholders around common objectives while accelerating sustainable business growth across a large and complex franchise system

## What You’ll Do for Us

• Lead the Franchise Operations agenda across South, North, and Mainstream geographies.

• Provide strategic direction, development, coaching, and support to Franchise Leadership Directors while enabling them to deliver business results within their territories.

• Drive performance across the full Coca-Cola portfolio within CCSWB & Mainstream, with responsibility spanning all categories, brands, and packages in the assigned geography, supporting profitable volume, revenue, transactions, mix and share growth through clear territory priorities and accountable execution with bottler partner.

• Own delivery of Joint Business Plan commitments across all assigned geographies and bottling partners.

• Serve as the primary Franchise Operations partner to Franchise Commercial Leadership and establish strategic partnerships with Retail Customer Leadership and Franchise Channel Leaders & RTM/CDE

• Lead territory deployment of aligned commercial strategies and initiatives, partnering with Commercial and other functional teams to establish operational readiness, clear sequencing, ownership, and adoption within the assigned geography

• Lead execution excellence in our Region to achieve top-tier performance in Market Street Challenge and other system execution benchmarks. Ensure the right utilization and deployment of Market Street Challenge and Execute, Sell Hunt capabilities.

• Provide visible leadership, governance, and accountability for Business performance & Execution Scorecard performance across our System in all geographies.

• Serve as a trusted advisor to senior Company and bottler leadership teams.

• Build a high-performance culture focused on accountability, collaboration, execution excellence, and continuous improvement.

• Develop leadership capability and strengthen succession readiness across the Franchise Operations organization.

• Build and maintain strong executive-level relationships that foster trust, transparency, and mutual accountability.

• Partner with CCSWB and internal stakeholders to provide strategic input, recommendations, and fact-based insights during the development of annual and long-range Joint Business Plans (JBPs).

• Develop and activate contingency plans with bottler and cross-functional partners to protect annual business plan delivery across revenue, volume, share, net outlets, SOVI, and pricing execution; monitor recovery milestones and results.

• Assess differences in market potential and performance within CCSWB & MS Region; recommend priorities, resource needs, and drive segmented execution

• Participate in weekly and monthly performance routines, integrating revenue, volume, share, transactions, and execution indicators into clear diagnoses, named actions, and follow-through for CCSWB & MS Region

• Identify root causes of performance gaps with bottler regional operations teams, agree on corrective actions, track recovery, adjust territory plans, and escalate unresolved risks with clear recommendations.

• Manage assigned discretionary budgets within approved authority, balancing territory needs, expected returns, and bottler execution capacity; recommend investment trade-offs and additional resource needs.

• Identify common execution and capability gaps across the region and build capabilities in partnership with South Region Commercial, Intelligence, RTM, and other functional teams; share successful practices across bottlers.

• Maintain a regular in-market cadence across the Region to validate outlet execution, learn from customers and frontline employees, identify barriers firsthand, and bring the voice of the market into bottler plans and our Region performance routines.

• Foster a Growth Mindset by challenging assumptions, identifying new growth opportunities, and driving continuous improvement across the Coca-Cola system.

• Model The Coca-Cola Company's leadership behaviors.

Qualification & Requirements

Education

• Bachelor's degree in Business, Marketing, Finance, Economics, Supply Chain, or a related field required.

• MBA or other advanced degree preferred.

Experience

• 15+ years of progressive leadership experience in Consumer Packaged Goods (CPG), beverage, retail, franchise operations, commercial leadership, or related industries.

• Significant experience leading leaders and developing high-performing teams.

• Demonstrated success leading strategic franchise, bottler, commercial, customer, or channel partnerships.

• Demonstrated success translating annual strategies into territory operating plans, forecasting performance, managing customer or distributor relationships, and leading corrective actions that improve business results.

• Strong commercial and financial judgment, including experience with revenue and operating P&Ls, resource prioritization, selling, and negotiation in a complex franchise or entrepreneurial environment.

• Strong understanding of channel marketing, customer and outlet execution, syndicated research, and competitive analysis, with the ability to combine data and frontline insights to identify execution priorities.

• Proven ability to drive business growth through influence and cross-functional leadership.

• Strong track record of delivering results across complex and matrixed organizations.

• Experience engaging and influencing senior executive stakeholders.

Core Accountabilities

Franchise Leadership

• Lead and develop Franchise Leadership Directors across South, North, and Mainstream geographies.

• Strengthen strategic partnerships with bottlers and key internal stakeholders.

• Drive alignment between Company priorities and bottler execution.

Business Delivery

• Deliver Joint Business Plan commitments across all assigned territories.

• Prioritize and sequence initiatives to maximize system impact and resource effectiveness.

• Ensure plans translate into results through disciplined execution and accountability.

• Drive sustainable growth across Revenue, Volume, Transactions, Market Share, and Portfolio Growth.

Commercial Strategy & Market Intelligence

• Serve as the connection between marketplace realities and Co