Sr. Director GPO Account Management
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.
Want more jobs like this?
Get Account Management jobs in Plano, TX delivered to your inbox every week.
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.
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.
Pay Range:United States of America: $0 - $0
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.
Long-term Incentive Reference Value Percentage:0 - 20
Long-term Incentive reference value is a market-based competitive value for your role
Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Short-Term Disability
- Long-Term Disability
- On-Site Gym
- Life Insurance
- FSA
- HSA
Parental Benefits
- Non-Birth Parent or Paternity Leave
- Adoption Leave
Work Flexibility
- Hybrid Work Opportunities
Office Life and Perks
- Commuter Benefits Program
- Happy Hours
- On-Site Cafeteria
- Holiday Events
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Volunteer Time Off
- Personal/Sick Days
Financial and Retirement
- 401(K) With Company Matching
- Pension
- Performance Bonus
- Financial Counseling
- Stock Purchase Program
Professional Development
- Tuition Reimbursement
- Mentor Program
- Access to Online Courses
- Internship Program
- Leadership Training Program
- Professional Coaching
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Employee Resource Groups (ERG)