Senior Manager, RGM OBPPC E-Comm

Job Description Summary:

The Senior Director II, RGM OBPPC E-Commerce leads digital-native RGM and OBPPC strategies supporting the U.S. eCommerce business across pure-play, omnichannel, marketplace, subscription, and emerging commerce models.

• Develops digital commerce growth strategies across acquisition, conversion, repeat purchase, subscriptions, replenishment, loyalty, assortment, package architecture, and value propositions specific to eCommerce shopper missions and fulfillment models.

• Builds system alignment for digital-first portfolio, package, subscription, pricing, promotion, membership, and route-to-market strategies while maintaining coherence with enterprise OBPPC guardrails.

• Leads cross-functional workstreams to uncover digital growth opportunities using consumer cohorts, behavioral data, search and discovery signals, basket analysis, customer lifetime value, and unit economics.

• Develops test-and-learn plans and contingency actions to deliver the annual business plan and strengthen long-term digital customer economics.

Lead Annual Planning Process:

• Develop annual and multi-year eCommerce growth strategies aligned with the NAOU growth algorithm, translating the eCommerce OBPPC lead’s portfolio direction into channel-specific roadmaps, pilots, and measurable commercial outcomes.

• Build digital-native RGM capabilities within national governance, including subscription economics, cohort management, lifecycle value, digital assortment, algorithmic visibility, marketplace dynamics, and fulfillment cost-to-serve.

• Analyze and recommend digital pricing and value architectures across one-time purchase, Subscribe & Save, memberships, bundles, replenishment, and promotional mechanics, in partnership with Retail Strategy/TPO and customer teams.

• Partner with Retail Strategy/TPO, Digital Commerce, Retail Media, Data and Insights, Finance, and customer teams to embed digital promotion, retention, and investment optimization principles.

• Partner with Channel and Sales leadership on multi-year initiatives, including subscriptions, auto-replenishment, loyalty and membership benefits, virtual bundles, personalization, digital shelf, retail media, cross-category basket building, and non-price value propositions.

Stewardship of Performance:

• Conduct gap-to-plan and cohort-performance analysis across revenue, transactions, units, margin, customer acquisition cost, conversion, repeat purchase, retention, churn, subscription penetration, average order value, and customer lifetime value.

• Develop fact-based recommendations to close performance gaps through pricing, bundles, subscriptions, loyalty, personalization, digital media, assortment, package, and replenishment interventions.

• Provide account leadership with analysis of digital competitors, marketplace sellers, search and algorithm visibility, ratings and reviews, subscription propositions, fulfillment promises, and relative customer value.

• Identify opportunities to improve contribution margin and customer lifetime value across the portfolio by optimizing acquisition, conversion, order frequency, basket size, retention, cost-to-serve, and channel transfer.

• Develop strategies to recruit online shoppers, build recurring purchase habits, expand missions, increase replenishment frequency, and maximize value from high-frequency digital shoppers.

• Establish ongoing digital performance and cohort reporting, including acquisition-to-retention funnels, subscription health, repeat-purchase curves, LTV-to-CAC economics, promotional incrementality, retail-media effectiveness, and package profitability.

• Identify growth and optimization opportunities and translate them into prioritized experiments, business cases, commercialization recommendations, and scalable digital playbooks.

• Strategy/TPO, customer teams, Finance, Supply Chain, Marketing, and bottlers.

Education Requirements

• Minimum Required: Bachelor’s degree in business, economics, finance, marketing, data science, engineering, product management, or a related discipline

Experience

• 5 years of experience in eCommerce, digital product, subscription, marketplace, growth strategy, retention, digital merchandising, customer analytics, or digital business-model roles. Experience from Amazon, Walmart.com, Chewy, Instacart, DoorDash, Uber Eats, Shopify, subscription-led consumer businesses, or comparable .com environments is highly relevant; traditional in-store retail experience is not required.

• Experience developing digital business plans and unit-economic models, including customer acquisition cost, lifetime value, contribution margin, retention, churn, repeat purchase, average order value, subscription economics, and fulfillment cost-to-serve.

• Experience designing or evaluating digital pricing, Subscribe & Save, memberships, loyalty, bundles, personalization, promotions, and replenishment propositions.

• Experience translating digital-native concepts and metrics into clear recommendations for senior leaders and aligning executives with different commercial, financial, operational, and customer perspectives.

• Demonstrated ability to collaborate with product, growth, marketing, finance, analytics, supply chain, operations, sales, retailers, marketplaces, and technology partners and influence without direct authority.

• Strong executive communication, storytelling, and relationship-building skills across technical, commercial, and operational audiences.

• Leadership skills demonstrated through ownership of complex cross-functional products, propositions, or growth programs; direct people-management experience is valuable but not required.

• Strong analytical fluency with behavioral cohorts, funnels, experimentation, incrementality, forecasting, and financial modeling; ability to translate multiple digital data sources into commercial actions and scenario plans.

• Strong experience with one or more of the following: subscription and retention strategy, customer lifetime value, growth analytics, digital assortment, marketplace economics, loyalty, digital pricing, or eCommerce package/value propositions.

• Ability to lead complex test-and-learn programs from hypothesis and experiment design through measurement, recommendation, commercialization, and scale.

• Working knowledge of modern eCommerce and analytics tools or concepts such as SQL, Tableau or Power BI, Adobe or Google Analytics, Amazon Vendor Central/Seller Central, Walmart, retail-media reporting, experimentation platforms, CRM/CDP tools, cohort analysis, and syndicated marketplace and financial data. Familiarity with Apollo, CAPS, Nielsen, or Stratum is helpful but can be learned.

Skills:

Pay Range:

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:

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):

City/Cities:

Travel Required:

Relocation Provided:

Job Posting End Date:

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.