Sr. Director GPO Account Management

Job Description Summary:

The Senior Director, Group Purchasing Organizations (GPO) Commercialization, Compliance and Account Management is accountable for defining and leading Coca‑Cola’s enterprise‑wide GPO strategy and commercial execution model, while serving as a senior commercial seller and growth leader within GPO‑led procurement environments across lodging, healthcare, and future emerging channels.

This role owns Coca‑Cola’s end‑to‑end engagement with GPOs and their members, ensuring competitive relevance with key global customers while protecting pricing integrity, funding discipline, system economics, and route‑to‑market coherence. Success requires continuous, high‑touch selling and engagement with GPO leadership and members to drive awareness, advocacy, and penetration of Coca‑Cola’s core, innovation portfolio in highly dynamic operator environments.

The Sr. Director leads annual Joint Business Planning (JBP), leveraging Collaborative Business Planning (CBPs) as the foundational tool to develop and deliver 3–5 year long‑range growth strategies. These plans align customer objectives with Coca‑Cola’s category leadership vision, innovation pipeline, commercial priorities, and investment guardrails—translating enterprise strategy into actionable, member‑level execution.

As the executive owner of GPO governance, this role partners closely with Customer Leadership, Revenue & Growth Management (RGM), Bottlers, ARTM, Finance, IT/Digital, and Marketing to build a scalable, compliant, and future‑ready operating model spanning pricing, funding, hierarchy, activation, and reporting.

The role serves as the primary executive escalation point for GPO‑related strategy, risk, and investment decisions and represents Coca‑Cola in complex, high‑stakes negotiations with major customers and purchasing organizations—balancing disciplined governance with proactive selling and long‑term growth enablement.

Scope and Impact of the Role

• Enterprise Leadership: Owns GPO strategy impacting multiple channels, geographies, and System stakeholders, with material influence on volume, margin, and customer retention.
• Commercial Risk Stewardship: Accountable for mitigating pricing incoherency, duplicate funding, channel conflict, and compliance exposure inherent in GPO participation.
• Customer Management: Will manage a portfolio of GPO customers.
• Operating Model Ownership: Designs and institutionalizes Coca‑Cola’s end‑to‑end GPO operating model—spanning pricing, vetting, hierarchy, funding, and reporting.
• Governance Authority: Enforces governance standards across System participants, influencing decisions reviewed at OPC and CCLT levels.

Experience Required

• 15+ years of progressive leadership experience in:
  • Enterprise customer strategy
  • Channel or commercial strategy
  • Revenue management, pricing, or trade governance
• Demonstrated leadership in high‑complexity, matrixed environments, ideally within franchised or distribution systems
• Trusted relationships with Coca-Cola Franchise system to collaborate with; to manage expectations and shape business decisions and outcomes.
• Proven experience influencing or leading strategy across:
  • National or global customers
  • Multi‑unit or multi‑channel business models
  • Third‑party intermediaries (e.g., GPOs, distributors, operators)
• Track record of engagement with enterprise governance bodies and executive decision forums
• Experience building or scaling new operating models strongly preferred

Skills Needed to Be Successful

Enterprise Strategy & Vision

• Ability to set a multi‑year vision for GPO engagement aligned to Coca‑Cola’s growth, customer, and channel strategies

Governance & Risk Management

• Ability to design and enforce guardrails that protect System economics while supporting customer needs

Executive Leadership & Influence

• Proven ability to lead through influence across bottlers, franchise teams, functional leaders, and external partners

Customer & Partner Leadership

• Ability to navigate sensitive negotiations where Coca‑Cola’s participation is both expected and scrutinized

Data, Systems & Digital Fluency

• Comfort sponsoring digital transformation efforts, including AI‑enabled vetting, analytics, and process automation

Change Leadership

• Capability to lead organizational change from ad‑hoc execution to institutionalized enterprise capability

Key Performance Indicators:

• Outlet Acquisition (Pepsi/KDP Conversion)
• Outlet Activation (Organic Growth)
  • Category Captain
  • Education/Training of GPO Procurement and Members
  • Accelerate vertical growth (Incentives, Volume Growth Tier achievement)

Locations: Dallas, Irvine, Atlanta, Chicago, DC

Function: Sales

Travel Required: 50% - 75%

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.

Skills:

Account Management, Analytical Thinking, Commercial Acumen, Communication, Compliance, Contracts, Cross-Functional Teamwork, Customer Managment (Inactive), Financial Acumen, Group Purchasing Organizations (GPO), Industry Knowledge, Joint Business Planning, Negotiation, Personal Initiative, Professional Presentation, Relationship Building, Results-Oriented, Strategic Selling

Pay Range:

United States of America: $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.

Location(s):

United States of America

City/Cities:

Plano

Travel Required:

51% - 75%

Relocation Provided:

No

Job Posting End Date:

May 19, 2026

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. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.