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.

Key Accountabilities

Enterprise Growth & Strategic Leadership

• 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.

Customer Value Creation & Executive Partnership

• 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.

Commercial Excellence & Revenue Growth Management

• Design and execute largescale, 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.

Change Leadership & Agility

• 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.

Talent, Culture & Leadership

• 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.

Candidate Profile

• Proven experience leveraging category management and RGM to deliver profitable, multi‑year growth.
• Strong track record commercializing consumer relevant, largescale 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.

Experience & Background

• Minimum 8 years of experience in B2B sales, C-suite relationship management, commercialization, or customer/consumer sales; or national foodservice experience preferred.
• Demonstrated strength in strategic selling, financial acumen, RGM, and account management.
• Experience within food service franchise and/or multi‑unit customer systems strongly preferred.
• Bachelor’s degree required; MBA preferred.
• Travel requirement: approximately 50%.

Location

Candidates must be based in Chicago or able to work in Chicago during the work week.

Reporting Relationship

Reports to Vice President, Strategic Growth & Partnerships

Skills

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

The Coca-Cola Company will not offer sponsorship for employment status (including, but not limited to, H1-B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require The Coca-Cola Company's sponsorship to continue to work legally in the United States.

Pay Range:$174,000 - $200,000

Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

Annual Incentive Reference Value Percentage:30

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.