Senior Director – GPO Account Management

The Coca-Cola Company

Senior Director leading Coca-Cola’s national GPO account partnerships and foodservice growth strategy. Developing commercial plans, negotiating contracts, and coordinating bottlers, distributors, and cross-functional teams.

Posted 8/5/2026full-timeRemote • District of Columbia, Montana, North Carolina, Texas • 🇺🇸 United StatesSenior💰 $174,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading national GPO customer partnerships, developing complex contracts, and executing strategic account plans. Proficient in data-driven forecasting and collaboration across cross-functional teams to optimize profitability and drive growth initiatives.

Highest-signal resume keywords

National Partnerships ManagementContract NegotiationData-Driven ForecastingCross-Functional CollaborationFoodservice Industry Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementCommercial StrategyMarket AnalysisFinancial AnalysisPricing ModelsGrowth InitiativesCustomer Engagement PlanningResource DeploymentPredictive InsightsAI-Based Forecasting

Soft Skills

Strategic Problem-SolvingInfluencing OutcomesNegotiation SkillsPresentation SkillsManaging Multiple Priorities

Tools & Technologies

CRM ToolsDigital Analytics Platforms

Certifications & Qualifications

Bachelor’s Degree in BusinessMBA Preferred

Industry Keywords

FoodserviceGPO PartnershipsBottlersDistributorsCommercial Objectives

About the role

Key responsibilities & impact

Lead national GPO customer partnerships and deliver contractual excellence aligned with long-term commercial objectives
Design and execute multi-year account plans, category programs, pricing models, and growth initiatives
Build relationships with customer decision makers to achieve shared business goals
Partner with supply chain, marketing, finance, and commercial teams to activate customer programs
Collaborate with bottlers and distributors across foodservice/on-premise networks
Analyze performance data, category insights, and economic trends to identify revenue opportunities and inform negotiations
Resolve execution barriers through strategic problem-solving and contingency planning
Monitor industry trends and competitive shifts to adapt strategies proactively
Align internal leadership and cross-functional teams on enterprise-level initiatives
Apply data-driven forecasting, customer engagement planning, and resource deployment to optimize profitability

Requirements

What you’ll need

Bachelor’s degree in Business, Marketing, Finance, or related field required; MBA strongly preferred
10+ years of progressive experience in sales, account management, or commercial strategy involving national partnerships
Foodservice experience highly valued
Proven experience developing and negotiating complex contracts with executive-level customers
Expert ability to turn market and financial analysis into actionable commercial strategies
Ability to influence outcomes across matrix organizations without direct authority
Full proficiency in CRM tools and digital analytics platforms
Predictive insights and AI-based forecasting experience considered an advantage
Ability to present strategies and negotiate effectively at senior executive level
Ability to manage multiple priorities at scale in competitive, fast-paced environments
Experience stewarding initiatives through ecosystems involving distributors and bottling partners
Travel flexibility within North America
Must be currently authorized to work full-time in the United States and must not require company sponsorship

Benefits

Comp & perks

Access to leading digital sales enablement platforms
Advanced data analytics tools
Structured development in customer engagement practices, contract stewardship, and next-generation commercial capabilities
Collaboration with top North America commercial leaders and strategic customers
Annual incentive reference value of 30%
Full range of medical, financial, and/or other benefits, dependent on the position
Equal Opportunity Employer