Director, Distribution Operations – National Foodservice

The Director, Distribution Operations, plays a pivotal role in driving profitable local sales growth through strategic partnerships with national and regional distributors, bottlers, and cross-functional teams. This role leads the execution of route-to-market (RTM) strategies, innovation rollouts, and fulfillment excellence across key partners such as Sysco, US Foods, PFG, regional distributors and bottlers.

The Director is responsible for aligning national and regional programs, delivering impactful sales training, and supporting brand and outlet expansion. By leveraging data, digital tools, and market insights, the role ensures optimized cost-to-serve models, enhanced e-commerce performance, and consistent execution of limited-time offers (LTOs) and new product launches. The position also plays a critical role in joint business planning (JBP), marketing activation, and supporting HORECA growth across diverse geographies and customer segments. This role will be part of National Foodservices Distribution’s extended leadership team.

Key Responsibilities

• Support joint business planning and strategic alignment with distributors and bottlers.
• Customize programs for regional market dynamics and distributor capabilities.
• Deliver distributor and bottler sales training to drive execution excellence.
• Implement RTM strategies for LTOs and new product rollouts.
• Drive brand expansion and outlet growth in local markets.
• Coordinate fulfillment KPIs and delivery models with RTM and Operations teams.
• Support underserved and emerging HORECA markets with tailored programs.
• Facilitate marketing programs and seasonal promotional campaigns.
• Enhance distributor performance through digital optimization and e-commerce growth.
• Use data and analytics to drive network-wide performance and inventory balance.
• Leverage regional insights to support strategic planning and execution.
• Partner with FSOP, Retail, and ARTM teams to scale growth initiatives.
• Participate in trade shows, food shows, and distributor sales huddles.
• Prospect new accounts and track opportunities using void lists and trackers.

Skills 

• Strategic Business Leadership: Skilled in developing long-term plans with distributors and bottlers to drive growth, innovation, and investment. Expertise in route-to-market (RTM) strategies for scaling brands, optimizing SKUs, and exploring new distribution channels. Strong relationship-building and stakeholder management.
• Operational & Supply Chain Excellence: Experienced in optimizing logistics, inventory, and fulfillment to reduce costs and improve service levels. Skilled in enhancing efficiency with faster lead times and better delivery performance while balancing operational priorities with customer expectations.
• Digital Transformation & Data Insights: Proficient in leading digital tool adoption and applying predictive analytics to improve forecasting, demand planning, and RTM strategies. Focused on driving data-driven decisions and integrating technology into workflows for efficiency.
• Customer-Centric Solutions: Deep understanding of foodservice dynamics and delivering tailored strategies to meet customer needs. Experienced in creating actionable business plans that drive loyalty and growth while balancing service quality with efficiency.
• Cross-Functional Collaboration & Change Management: Proven ability to lead across teams, manage transformation, and foster agility. Skilled in building alignment, influencing outcomes, and negotiating with diverse stakeholders to achieve mutual goals.

Requirements

• Bachelor’s degree in Business, Marketing, Supply Chain, or related field (advanced degree like an MBA preferred).
• Minimum 8 years in sales, distribution, or commercial strategy roles.
• This role clearly seeks a seasoned professional with a combination of technical, leadership, and industry-specific skills to oversee critical sales and distribution functions.
• Proven track record managing national accounts and distributor relationships (e.g., Sysco, US Foods, PFG) with profitable sales growth.
• In-depth knowledge of route-to-market (RTM) strategies, distributor operations, fulfillment logistics, and cost optimization.
• Extensive experience in the food services or beverage industry.
• Data-driven strategic planning and performance improvement.
• Strong communication, negotiation, and stakeholder management abilities.
• Hands-on experience launching innovations, managing promotions, and driving joint business planning.
• Willingness to travel up to 40% regionally and nationally.

What We Offer 

• Iconic & Innovative Brands: Work with a portfolio of globally recognized products including Coca-Cola, Simply, Fairlife, and Topo Chico. 

• Expansive & Diverse Customers: Engage with a wide range of customers from restaurants and entertainment venues to emerging digital-first platforms. 

• Strategic Impact: Play a key role in shaping Coca-Cola’s national foodservice distribution strategy and long-term growth agenda. 

• Professional Growth: Lead high-visibility initiatives and collaborate with senior leaders across the Coca-Cola one system. 

Skills:

Leadership; Social Media; Sales Channel Development; Conversion Rate; Key Performance Indicators (KPI); Marketing Campaigns; Digital Advertising; Branding; Demand Generation; Supply Chain Logistics Management; Product Commercialization; Channels Strategy; Marketing Strategies; Customer Insights; Market Segmentation; Customer Data; Microsoft Office; Strategy Development; B2B Relationship Management; Customer Engagement; Microsoft Power Business Intelligence (BI); Marketing Insights