Senior Director, RGM Customer Execution- Walmart/Sams & eCommerce

The Sr. Director, Revenue Growth Management (RGM) Execution - Walmart/Sams & eCommerce is responsible for leading the development and execution of Revenue Growth Management strategies across Walmart/Sams and eCommerce customers. This role serves as the primary link between RGM strategy and customer execution, ensuring pricing, assortment, promotion, package architecture, and trade investment decisions drive sustainable profitable growth while meeting customer and consumer needs.

The leader will partner closely with Customer Leadership, Customer Planning, Category Leadership, Commercial Finance, Supply Chain, Marketing, Digital Commerce, and Bottling partners to translate enterprise RGM strategies into customer-specific growth plans. The role requires deep expertise in customer economics, omni-channel retail, digital commerce, and commercial execution to unlock incremental value and strengthen Coca-Cola's competitive position within Walmart and eCommerce channels.

Key Responsibilities

Revenue Growth Management Leadership

• Lead RGM execution strategies across Walmart/Sams and eCommerce customers to deliver revenue, profit, volume, and share growth objectives.

• Translate enterprise RGM strategies into customer-level recommendations focused on pricing, pack-price architecture, assortment, promotion, and trade investment.

• Identify growth opportunities and risks through advanced analysis of customer, category, consumer, and marketplace trends.

• Drive implementation of strategic initiatives that improve customer profitability while supporting long-term business growth.

Customer Strategy & Execution

• Partner with Walmart/Sams and eCommerce customer teams to develop annual and long-range joint business plans.

• Provide strategic guidance on pricing actions, promotional effectiveness, customer investment decisions, assortment optimization, and commercialization plans.

• Influence customer-facing decisions through data-driven recommendations and business case development.

• Ensure consistent execution of RGM principles across omni-channel and digital commerce environments.

Digital Commerce & Omnichannel Optimization

• Lead development of channel-specific strategies that maximize growth across online, pickup, delivery, and omni-channel shopping occasions.

• Partner with Digital Commerce teams to improve online assortment, content, search visibility, promotional performance, and consumer conversion.

• Leverage emerging trends in eCommerce and retail media to identify new growth opportunities.

Trade Investment & Commercial Effectiveness

• Optimize trade investment allocation to improve return on investment and customer profitability.

• Establish performance metrics and governance processes to measure effectiveness of promotions and customer investments.

• Partner with Commercial Finance and Sales teams to identify and capture value opportunities.

Cross-Functional Leadership

• Lead and influence cross-functional teams across Customer, Marketing, Digital Commerce, Finance, Supply Chain, Category Leadership, and Bottler organizations.

• Serve as a key advisor to senior commercial leaders on customer growth strategies and commercial decisions.

• Drive alignment between enterprise RGM priorities and customer execution plans.

Insights & Analytics

• Apply advanced analytics and insights to identify opportunities for growth, efficiency, and competitive advantage.

• Utilize customer, consumer, category, and financial data to influence strategic decisions.

• Develop executive-level business reviews and recommendations for senior leadership.

Education and Qualifications

• Bachelor's degree in Business, Economics, Finance, Marketing, Data Analytics, or related field.

• 10+ years of progressive experience in Revenue Growth Management, Commercial Strategy, Customer Leadership, Category Management, Commercial Finance, or related commercial functions.

• Deep experience working with Walmart and/or major omnichannel retailers.

• Strong expertise in pricing, promotion strategy, trade investment, assortment optimization, and customer economics.

• Experience influencing senior customer stakeholders and executive leadership teams.

• Demonstrated success leading complex cross-functional initiatives in large matrix organizations.

• Advanced analytical, strategic thinking, and financial acumen capabilities.

• Proven ability to influence without direct authority and drive organizational alignment.

Preferred Qualifications

• MBA or advanced business degree.

• Experience in consumer packaged goods (CPG), beverage, retail, or eCommerce industries.

• Experience leading Revenue Growth Management programs across large-scale customer organizations.

• Knowledge of syndicated data sources and advanced commercial analytics.

• Experience with digital commerce platforms and omni-channel retail ecosystems.

Leadership Expectations

• Act as a strategic thought leader shaping the future of RGM execution across Walmart and eCommerce customers.

• Build strong partnerships and influence decisions across multiple levels of the organization.

• Drive innovation and continuous improvement in commercial execution.

• Develop talent and foster a high-performance, collaborative culture.

• Champion data-driven decision making and commercial excellence.

Success Measures

• Delivery of revenue, profit, and share growth objectives.

• Improvement in trade investment effectiveness and ROI.

• Successful execution of pricing, promotional, and assortment strategies.

• Increased adoption of RGM principles within customer and channel planning processes.

• Strengthened customer partnerships and joint business plan outcomes.

• Measurable value creation through omni-channel and eCommerce growth initiatives.

Scope & Impact

This role operates as a senior strategic commercial leader, influencing enterprise and customer-level decisions with significant impact on revenue growth, profitability, and market competitiveness across Walmart/Sams and eCommerce channels. The position regularly interfaces with senior leaders, key customer stakeholders, and cross-functional partners to drive scalable commercial growth outcomes.

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.