Senior Director, Business Development – Canada

The Senior Director, Business Development, Canada is an enterprise leader responsible for shaping and delivering both annual and long‑term growth strategies across all restaurants for a key customer in Canada. 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, Franchisees, Bottlers, 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 system in Canada.

What You’ll Do for Us

• Leverage customer analytics, industry expertise, and consumer and market insights to shape a compelling beverage strategy and regional growth plan that accelerates both sparkling and still category growth.

• Lead the identification and resolution of complex, end‑to‑end business challenges—driving integrated solutions across the entire value chain, from selling and in‑restaurant execution through to financial performance and collections.

• Influence and collaborate with customer’s Division Operations leaders, franchisees, and senior customer stakeholders to align beverage innovation and unlock shared growth opportunities.

• Develop and deliver high‑impact customer engagements, including Stewardship reviews, New Product Introductions, promotions, and program selling, while leading critical strategic discussions with individual and group stakeholders.

• Recommend and guide strategic restaurant equipment and capital investments to elevate beverage quality, consistency, and overall consumer satisfaction.

• Apply an enterprise‑wide mindset to identify, scale, and share best practices—driving efficiencies and synergies across North America.

• Build strong, trusted relationships through exceptional written and verbal communication, effectively influencing internal and external partners to deliver results through Routine Business Reviews, stewardship discussions, and opportunity identification.

Qualifications & Requirements

• Minimum of 8 years of experience in B2B sales and C‑suite relationship development, with a strong background in customer and consumer marketing, operations, and commercialization.

• Bachelor’s degree required; MBA preferred.

• Based in Toronto, Ontario.

• Approximately 25% travel.

Functional Skills 

• Advanced written and verbal communication skills, with the ability to lead and influence within a complex external matrix involving owners, corporate leaders, distributors, and Coca‑Cola bottlers.

• Exceptional analytical and problem‑solving capabilities across functions, enabling the resolution of complex customer challenges and the identification of growth opportunities unique to The Coca‑Cola Company.

• Ability to design and deliver innovative programs that support new product launches, digital consumer experiences, and service offerings—creating differentiated product, equipment, and engagement platforms for customers and consumers.

• Deep expertise in category management, including rigorous analysis of performance gaps and exceptions, to influence customer investment in beverage growth platforms, programs, promotions, and systems.

• Strong strategic selling capability supported by financial acumen, operational and technical expertise, customer account management, and system‑wide knowledge to consistently deliver results.

Business Planning; Business Development; Category Management; Analytical Thinking; Problem Solving; Customer Analytics; Business-To-Business (B2B) Sales; Influencing