Senior Director, Business Development

The Senior Director, Business Development, USA is an enterprise leader responsible for shaping and delivering both annual and long‑term growth strategies across all restaurants for a key customer, in their assigned geography. This role serves as a catalyst for growth, driving beverage attachment, volume, and profitable performance by translating enterprise‑wide strategies into bold, large‑scale executions that create value for all stakeholders.

As a cross‑functional leader, this role unites senior stakeholders across the customer’s Corporate, Filed Offices, Franchisees, Agency Partners, and Coca‑Cola—maximizing the power of the full system and building on a 70+ year partnership with the customer. Acting as the single, unified voice of the customer, this leader influences and aligns key business functions including marketing, supply chain, operations, innovation, and distribution.

Ultimately, this role is accountable for delivering against annual business plans while accelerating sustainable, long‑term growth across the customer’s system.

Candidates must be located in the western or pacific northwest regions of the U.S.

• 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 large scale, 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.

• Proven experience leveraging category management and RGM to deliver profitable, multi‑year growth.

• Strong track record commercializing consumer relevant, large scale programs.

• Inclusive leader with executive presence and the ability to influence in complex, networked environments.

• Demonstrated change leader with strong analytical and problem‑solving capabilities.

• Enterprise minded collaborator who drives alignment, shares best practices, and builds high performance cultures.

• Minimum 8 years of experience in B2B sales, C‑suite relationship management, commercialization, or customer/consumer sales; or national food service experience preferred.

• Demonstrated strength in strategic selling, financial acumen, RGM, and account management.

• Experience with in food service franchise and/or multi‑unit customer systems strongly preferred.

• Bachelor’s degree required; MBA preferred.

• Travel requirement: approximately 50%.

Reports to Vice President, US Business Development

Skills:

Revenue Growth Management; B2B Sales Strategy;
Business Planning;
Customer Value Creation;
Business Development;
Category Management;
Influencing;
Collaborative Leadership