Senior Director II, Specialty Retail

Senior Director II, Specialty Retail

At The Coca‑Cola Company, our purpose is to refresh the world and make a difference through brands and partnerships that generate value for customers and consumers. Within our North America Operating Unit, Specialty Retail is a dynamic and evolving channel that includes Home Improvement, concessionaires, distributors, healthcare systems, and other strategic customer segments. These partnerships are essential to unlocking growth and shaping our Beverages for Life strategy across emerging consumption occasions.

We are seeking a Senior Director II, Specialty Retail to lead national account management and commercial strategy for key Specialty Retail portfolios while advancing enterprise-level objectives for revenue, profitability, and long-term growth. This executive-facing role demands a proven sales leader who combines strategic vision, operational rigor, and influence across the Coca‑Cola system. You will guide customer joint-business agendas, deliver excellence through disciplined planning, and mobilize cross-functional resources to create winning marketplace execution.

If you have a passion for building enduring partnerships, leading transformation, and enabling teams to achieve bold objectives, this position provides an opportunity to make a meaningful impact in one of Coca‑Cola's most complex and fast-growing segments.

What You'll Do for Us

• Lead and develop a high-performing national team of directors, managers, and field associates focused on accountability, capability building, talent growth, and succession planning.
• Define and execute annual and long-range business strategies for Specialty Retail, aligned with enterprise growth objectives, across Home Improvement, concessions, B2B, healthcare systems, and other priority channels.
• Establish joint growth agendas for customers such as Home Depot, Lowe's, Avolta, TJX, Auto Zone, and healthcare networks, translating needs and marketplace opportunities into action-focused plans that deliver mutual value.
• Drive financial performance by managing revenue, volume, operating income, and profit targets through pricing architecture, portfolio optimization, and disciplined performance tracking.
• Lead customer engagement at the executive level, including business reviews, multi-year negotiations, and strategic contract renewals, ensuring relationships are positioned for innovation and category growth.
• Leverage the Coca‑Cola system to deliver scalable business solutions across bottling partners and internal functions, improving availability, execution, and operational excellence.
• Partner closely with Revenue Growth Management, Finance, Marketing, Supply Chain, and commercial strategy teams to optimize economics, service models, and profitability within evolving retail formats.
• Oversee forecasting, annual operating plans, and commercial stewardship routines; proactively identify risks and implement mitigation strategies to protect revenue commitments.
• Integrate market research, competitive intelligence, and customer performance analytics to anticipate trends, strengthen negotiation positions, and enable data-rich decision-making.
• Champion enterprise collaboration and lead transformational changes across a complex matrix environment, aligning stakeholders and accelerating speed-to-market for customer initiatives.

Requirements & Qualifications

• Bachelor's degree in Business, Marketing, or related field required; MBA preferred.
• 10+ years of progressive experience in sales leadership, national account management, retail or food service channels, Revenue Growth Management, and commercial planning.
• Demonstrated ability to build and sustain senior-level partnerships within large, matrixed organizations while delivering measurable growth outcomes.
• Proven success leading joint business planning, complex negotiations, strategic partnerships, and multi-year agreements.
• Advanced commercial acumen, including experience in customer economics, pricing architecture, portfolio strategy, and financial forecasting.
• Deep understanding of route-to-market structures and operational execution within national and regional customer ecosystems.
• Strong…