Job Description Summary:
Director National Accounts supporting RBI is responsible for managing a defined territory of Burger King and Popeyes franchisees. The role manages the communication and implementation of contractual requirements across the brands. It also collaborates with Marketing, Operations and Finance to deliver Volume, Revenue and Operating Income goals.
Location – Dallas, TX
What You’ll Do for Us
- Responsible for cultivating and strengthening relationships with assigned franchisees and for driving overall value creation with this critical customer base.
- Leads the Joint Business Planning (JBP) and stewardship process for assigned Franchisees including the Annual Business Planning process anchored around JBP principles.
- Conducts JBP stewardship sessions bi-annually with Mega and Tier 1 customers that include a clear articulation of the growth opportunities and an alignment on objectives, strategies and initiatives that will deliver our annual business plan goals.
- Builds and leverages key relationships within and outside the customer's organization to reach implementation of the jointly developed plan.
- Partners with cross-functional team members in marketing, finance, and operations to analyze business performance, shape initiatives and sell / implement them effectively across the system.
- Brings thought leadership and focus on continuous improvement to enhance processes and operating effectiveness on the Burger King and Popeye’s Business.
Work and Education Qualifications
- Bachelor's Degree in relevant fields – Business, Marketing
- 5-7 years of successful sales account management
Capabilities & Technical Skills
- Advancing the Customer Relationship: Ability to facilitate and accelerate the business relationship based upon an understanding of the customer. Includes the ability to actively listen and engage in conversation with customers to uncover relevant information, resources and solutions and then be able to influence the customer to take action.
- Business Planning and Performance Management: Ability to prepare and implement a comprehensive and strategic annual business plan for customer/territory. Able to analyze key performance drivers and implement any course corrections needed to deliver results.
- Insights and Analytics: Ability to source and analyze information from disparate sources, identify and understand patterns and interconnectivity of relevant data (i.e., customers, consumer trends, marketplace information, economic information, industry trends, future business trends, soft drink and other industry information) in order to draw appropriate insights that help shape future courses of action.
- Functional knowledge of Marketing & Operations: Knowledge of the basic marketing concepts (i.e., brand positioning, brand architecture, SWOT Analysis and competitive strategies to include competitive scope, strategic intent and market share objectives, competitive positioning, strategic posture, segmentation (channels) and competitive strategy). Ability to conduct comprehensive assessment of customer's business operations.
- Ability to negotiate and identify and leverage negotiation tactics for a positive outcome
- Knowledge in the Collaborative for Value selling process and tools
Location – Dallas, TX (Preferred) Virtual (Home based) in TX
Travel - Approximately 35-40%
What We Can Do For You
- Iconic & Innovative Brands: Our portfolio represents over 250 products with some of the most popular brands in the world, including Coca-Cola, Simply, Fairlife & Topo Chico.
- Expansive & Diverse Customers: We work with a diversified group of customers which range from retail & grocery outlets, theme parks, movie theatres, restaurants, and many more each day.
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, Business Development, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Decision Making, Leadership, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales, Sales Management, Sales Process
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.
Location(s):
United States of America
City/Cities:
Plano
Travel Required:
26% - 50%
Relocation Provided:
No
Job Posting End Date:
April 28, 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.