Director, Channel Strategy & Commercialization

Job Overview

The Director of Channel Strategy & Commercialization is responsible for informing and implementing the annual and long range (3-Year) channel-specific strategic plans and all commercialization efforts in support of the Warehouse Direct (WD) Cold business unit, which includes all Keurig Dr Pepper brands across Juice, Apple Sauce, Mixers, & Drink Mix categories (e.g. Mott’s). This role will be a member of the WD Cold leadership team and will direct a team that serves as the primary intersection (lead) between Supply Chain, Marketing, Sales & Commercial teams.

This individual will translate brand and category plans into highly effective commercial selling tools and solutions that deliver on channel-specific opportunities to drive profitability and sustainable growth. As part, this team will lead the cross-functional development of annual commercial playbooks that provide specific selling materials & direction by category / channel. Finally, this individual will manage efforts to execute priority channel initiatives, monitor performance, and work directly with the selling organization to address opportunities/gaps with new plans of action as needed.

Reports To:

President, Energy, Juice, and Drink Mix Brands

• Lead the annual cross-functional planning process to develop commercial playbooks by category / channel, to be delivered & presented at the annual Keurig Dr Pepper National Sales Meeting. Inclusive but not limited to:
  • Category insights & strategies
  • Consumer insights & brand plans
  • Innovation launches
  • Consumer programs & execution
  • Channel insights & strategies
  • RGM priorities (price-pack initiatives)
  • Selling priorities & sources of growth (inclusive of KPI’s)
  • Selling materials & “look-of-success” clarity
• In partnership with Marketing, coordinate and develop materials for annual Voice-of-Customer (VOC) meetings with select retailers to present & receive early feedback on multi-year innovation pipelines and priorities
• Provide commercial expertise & input to Marketing teams on all innovation & consumer programs to ensure channel/customer specific considerations & requirements met
• Identify channel/customer specific opportunities for profitable growth and lead internal actions to deliver (shopper insights, selling materials, commercialization of new price-packs, etc.)
• Lead new price-pack commercialization projects through the Keurig Dr Pepper Stage Gate process to ensure effective and timely execution of gate requirements (feasibility assessment, development, commercialization, & launch of new packs)
• Steward merchandising solutions to enable best-in‑class displays in retail (shoppable pallets, shippers, supporting point-of-sale)
• Support sales teams in the preparation & delivery of Joint Business Planning (JBP) meetings with retailers (customized insights & selling materials, samples, in‑person attendance & presentation responsibilities as needed)
• Lead the SKU lifecycle management process, including assortment optimization, item rationalization, and cross‑functional decision‑making to improve portfolio health, executional focus, and profitable growth
• Identify top‑talent and provide on‑going direction, coaching, and development of direct reports (Manager & Sr. Managers)

• Salary range $155,500 - $220,000
• Actual placement within the compensation range may vary depending on experience, skills, and other factors
• Benefits, subject to elections and eligibility:
  Medical, Dental, Vision, Disability, Paid Time Off, 401k with company match, Tuition Reimbursement, and Mileage Reimbursement
• Annual bonus based on performance and eligibility
• Long‑term incentive equity based on eligibility

• Minimum 10 years of Sales, Marketing, and/or Commercial leadership experience
• Experience in consumer goods (CPG) or retail products strongly preferred, and beverage industry knowledge a plus
• Bachelor’s degree from an accredited US or international university; MBA Preferred
• Strong leadership skills, including strategic thinking, project leadership, collaboration, ability to influence, ability to manage ambiguity
• Proven track record of coaching, developing, and leading others
• Self‑motivated and driven with…