Job Overview

The Sr. Director, Food Service On‑Premise (FSOP) leads Consolidated’s FSOP sales and execution across commercial and non‑commercial on‑premise channels (e.g., restaurants, colleges & universities, workplaces/micro‑markets, healthcare, travel & leisure) in the assigned Region. This leader owns their respective Region’s annual FSOP business plan—price/package/trade strategy, customer development, contract negotiation, execution excellence, and P&L performance—driving profitable growth, share, incidence, and revenue while elevating our “Look of Success” in‑outlet. The role partners closely with bottler operations, Customer Development, Revenue Growth Management, Commercial Marketing, Sales Operations, The Customer Connection Hub, Product Supply, and The Coca‑Cola Company’s Foodservice & On‑Premise teams.
This role requires a visionary leader with proven success in sales capability building, commercial execution, and talent development. The individual must demonstrate strong strategic thinking, a deep understanding of sales processes, and the ability to influence and inspire leaders and frontline teams alike.

Duties & Responsibilities

Strategy and Business Planning

• Shared ownership and collaboration with the RGM/Commercial teams of the FSOP annual commercial plan: define channel strategies, set volume/revenue/DNGP targets, and align price/package/trade, brand mix, and equipment placement to customer needs. 
• Lead portfolio, price/package, and trade investment decisions to maximize incidence, value share, and outlet execution; steward monthly/quarterly performance and re plan as needed. 
• Translate on premise consumer and operator insights (e.g., micro markets, convenience, healthful offerings) into differentiated solutions and programs. 

Customer Development & Execution

• Oversee acquisition, retention, and expansion of FSOP key accounts, regional chains and prestige independents); set negotiation strategy and approve contracts and renewals. 
• Ensure “Look of Success” standards, right brand/package mix, merchandising, and equipment deployment to drive transactions and beverage incidence across outlets. 
• Partner with field sales leaders to deliver promotional calendars, display commitments, and post‑promotion analysis that improve ROI and program quality.

Commercial Enablement

• Commercial Enablement
  Collaborate with The Customer Connection HUB, Marketing, Category, and Revenue Growth Management to ensure sales teams have the right insights, tools, and messaging to win in the marketplace.
• Drive sales force adoption of digital capabilities, CRM tools, and analytics platforms to improve efficiency and effectiveness.
• Ensure best-in-class sales execution standards in merchandising, retail activation, and customer engagement.

Leadership & Influence

• Serve as a trusted advisor to senior commercial leadership, influencing strategy and resource allocation to build long-term commercial strength.
• Lead and develop a high-performing team focused on capability design, enablement, and execution support.
• Inspire change, build alignment, and create accountability for capability initiatives across the sales organization.

Value Creation

• Identify and implement initiatives that drive customer value and business growth.
• Develop strategies to enhance customer engagement and satisfaction.
• Measure and track the impact of value creation initiatives on sales performance.
• Collaborate with cross-functional teams to align value creation efforts with overall business objectives.

Data Analytics

• Leverage data analytics to drive insights and inform sales strategies.
• Develop and implement data-driven decision-making processes to enhance sales performance.
• Utilize advanced analytics tools to identify trends, opportunities, and areas for improvement.
• Collaborate with IT and data teams to ensure the integrity and accuracy of sales data.

Fiscal Management & OPEX Management

• Manage expenditure and investments for the function according to the plan.

Knowledge, Skills, & Abilities

Strategic Channel Management: Collaborates with RGM, Commercial, and Corporate Customer team to build multi‑year FSOP growth strategies by segment (QSR, FSR, workplace/micro‑markets, healthcare, C&U, travel & leisure), aligning portfolio, price/package, and trade. 
Customer & Contract Leadership: Secures competitive wins and renewals; balances value creation with sustainable economics; masters post‑promotion ROI.
Execution Excellence: Raises outlet standards—brand/package mix, equipment placement, merchandising, and activation—to increase transactions and beverage incidence. 
Financial Acumen: Manages FSOP P&L, pricing architecture, and trade ROI with rigor; drives predictable plan delivery. 
Insight & Innovation Orientation: Converts consumer and operator insights (convenience, micro‑markets, healthier offerings) into programs that win in changing on‑premise landscapes. 
Cross‑Functional Influence: Orchestrates stakeholders across the Coca‑Cola System and bottler functions to unlock speed, service, and efficiency. 
People Leadership: Coaches and develops diverse teams; fosters engagement, accountability, and growth

Minimum Qualifications

• High School Diploma or GED
• Knowledge acquired through 3 to up to 5 years of work experience

Preferred Qualifications

Associate's or Bachelor's degree preferred

Work Environment

Office Environment