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Director, Channel & Customer Strategy
The Director, Channel & Customer Strategy is a key leadership role responsible for developing and executing channel strategies and multi-year plans for strategic retailers. This role translates The Coca-Cola Company’s brand and commercial priorities into growth strategies for both the business and retail partners, balancing strategic vision with precise in-market execution aligned with the brand’s look of success, AMPS (Availability, Merchandising, Pricing, Space), and long-term value creation.
The Director will collaborate with top-tier customers, Coca-Cola North America, and cross-functional teams to create world-class partnerships and joint business plans. The ideal candidate excels at turning analytics into actionable insights, fostering customer relationships, and delivering executional excellence.
What You’ll Do for Us
Strategic Leadership:
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Lead channel strategy development, aligning brand priorities with customer opportunities to drive growth.
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Co-create and execute multi-year business plans incorporating shopper insights, channel dynamics, and market trends.
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Develop distinctive value propositions delivering profitable growth for Coca-Cola and retail partners.
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Use advanced analytics to craft selling stories and actionable strategies aligned with company and customer goals.
Customer Partnership & Value Creation:
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Build strong partnerships with NAOU Retail teams and key customers; develop Joint Business Plans balancing short- and long-term growth.
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Champion a consumer-centric approach, providing category solutions rooted in insights and portfolio strengths.
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Serve as primary liaison between the North America Juice business, retailers, and partners, aligning priorities.
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Embed category/brand strategies into plans, integrating pricing, promotion, and merchandising to meet agreed KPIs.
Executional Excellence:
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Ensure flawless execution of brand, commercial, and sales priorities in line with look-of-success standards.
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Collaborate with internal teams and retailers to optimize product performance, merchandising, pricing, and assortment.
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Monitor execution scorecards and KPIs (e.g., SOVI, TDPs, share) to identify opportunities and address gaps.
Cross-Functional Collaboration:
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Partner with RGM, Commercial Strategy, Pricing Execution, and others to align execution with business strategy.
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Lead business reviews to maintain alignment with customers and internal stakeholders.
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Act as subject matter expert on channel and customer strategy, guiding Brand, Commercial, and Sales Operations teams.
Innovation & Business Process Leadership:
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Lead innovation launches within the channel, ensuring successful commercialization of new products and packaging.
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Drive process improvements in tools, systems, and RTM operations for greater efficiency.
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Promote best-in-class routines, communications, and reporting to enable seamless collaboration.
Qualifications & Requirements
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Bachelor’s degree in Business, Marketing, or related field required; MBA preferred.
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7–10 years in Channel & Customer Strategy, Sales, Category Management, or related CPG roles.
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Proven customer management and planning experience across multiple segments.
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Ability to balance strategic growth with operational priorities and translate strategies into execution.
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Strong relationship builder with experience collaborating with senior retail leaders.
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Analytical expertise leveraging tools such as Nielsen, Numerator, TPM, Power BI, and syndicated data.
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Deep knowledge of category management, pricing/promotion, and AMPS principles.
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Skilled in managing ambiguity, problem-solving, and using industry-standard sales/financial systems (e.g., SAP, Oracle).
What We Can Do For You
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Iconic Brand: Work on the world’s most recognized brand and shape its next chapter.
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Exposure to Leaders: Access global marketing leaders and emerging digital platforms.
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Creative Culture: Join a team that embraces bold ideas, risk-taking, and innovation.
SkillsLeadership; Communication; Promotional Strategies; Price Management; Key Performance Indicators (KPI); Marketing Campaigns; Category Management; Digital Marketing; Sales Analysis; Brand Management; Competitor Analysis; Teamwork; Product Roadmapping
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:
$141,000 – $165,200
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.
Our Purpose and Growth Culture:
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
The Coca-Cola Company is an Equal Employment Opportunity/Affirmative Action employer. If you are an individual with a disability and need a reasonable accommodation to assist with your job search or application for employment, please click here. You can also view our employment policies or if you have a question on fraudulent recruitment activity.
