Senior Director, RGM Retail Strategy

Job Description

Summary:

At The Coca‑Cola Company, we refresh the world and make a difference through our brands, partnerships, and the power of insight-driven decisions. Within our North America Operating Unit (NAOU), Revenue Growth Management (RGM) plays a pivotal role in shaping how pricing, promotion, and trade investments drive the business forward. The Senior Director, RGM Retail Strategy leads a team responsible for establishing and embedding the strategic direction for pricing and promotion across Coca‑Cola’s entire retail portfolio.

This position operates at the intersection of strategy, analytics, and execution—translating long-range pricing and promotional frameworks into actionable plans across customer teams, bottlers, and franchises. You will influence how the NAOU system optimizes trade investment efficiency, informs annual business planning, and unlocks sustainable revenue growth. The ideal candidate combines strong commercial acumen, data science fluency, and leadership capability with the ability to drive adoption of strategic tools such as Trade Promotion Optimization (TPO).

This role offers the opportunity to impact Coca‑Cola’s future growth trajectory while equipping teams across the system with the insights and capabilities that deliver stronger marketplace results.

Develop and embed multi-year pricing and promotion strategies across the NAOU portfolio, establishing system direction for profitable revenue, volume, and transaction growth. Create annual pricing and promotion guardrails and partner with Customer, Bottler, and RGM teams to align strategic frameworks with business planning and execution. Drive adoption of TPO capabilities and analytics to improve trade investment efficiency, enhance forecasting accuracy, and enable data-driven customer planning decisions.

Lead performance assessments and economic analyses that identify variances versus plan, developing contingency strategies and optimization recommendations for leadership review. Collaborate with Data Science, Advanced Analytics, and Capability functions to design innovative analytical methods supporting revenue growth initiatives. Build partnerships with RGM, MY, OBPPC, and Franchise teams to execute pricing strategies, enhance promotional effectiveness, and identify commercial opportunities across channels.

Partner with Commercial, Customer, and Bottler stakeholders to translate RGM strategy into executable retail and in-market plans across the system. Conduct post-event analysis and trade investment evaluations to assess ROI, refine funding models, and inform future decisions. Identify analytics, process, and capability gaps across RGM functions and lead vendor partnerships or internal initiatives to close those gaps efficiently. Lead, mentor, and develop a high-performing team of RGM professionals embedded across the organization, building capacity for faster decision-making and stronger collaboration.

Present insights, financial analyses, and strategic recommendations to senior leadership using clear and concise storytelling that drives business outcomes.

Bachelor’s degree required; MBA or other advanced degree preferred. Minimum 7 years of experience in pricing, promotion, RGM, or trade investment within a complex CPG or retail system context. Proven success designing and implementing strategic pricing and promotion programs that leverage data insights to optimize ROI and commercial performance. Mastery of Pricing & Promotions, Revenue Growth Management strategy, Trade Promotion Optimization, and customer planning processes.

Strong understanding of rate/mix drivers, promotional effectiveness, and cross-functional collaboration between Marketing,…