Job Description Summary:
The Senior Director, Licensing – North America leads the licensing business for the territory and is responsible for setting strategic direction and executing multi‑million‑dollar licensing partnerships across a diverse range of lifestyle categories for The Coca‑Cola Company and its portfolio of billion‑dollar brands.
The Senior Director ensures licensing strategies drive revenue and add brand value, while aligning with local market priorities as well as broader Operating Unit and enterprise objectives.
Success in this role requires strong in‑market knowledge, including a deep understanding of North American consumer behavior, retail dynamics, cultural relevance, and emerging trends.
The Senior Director is ultimately accountable for driving licensing revenue, brand expansion, and profitable growth across the territory through direct, strategic partnerships with licensees while leading a high‑performing team.
What You’ll Do for Us
- Develop and execute consumer‑centric licensing strategies by collaborating closely with TCCC global teams and North America Operating Unit (OU) brand, commercial, and marketing teams. Leverage deep understanding of U.S., Canada, and Mexico consumers, retail dynamics, and cultural trends to prioritize brands, categories, channels, and expansion opportunities. Deliver both short‑ and long‑term growth.
- Work closely with Business Directors and Licensees to unlock growth opportunities and strengthen long‑term partnerships.
- Lead North America strategy development and annual business planning, performance reviews, and ongoing business optimization across the region.
- Lead complex deal negotiations and coach the team to execute day‑to‑day deals. Operate at a fast pace to reach agreement on complex deal structures through contract negotiations among global, regional, and local entities, involving multiple stakeholders including retailers, manufacturers, and brand collaborators.
- Make sound commercial decisions that balance regional objectives with enterprise priorities, considering broader business implications, long‑term value creation, and risk. Ensure all agreements align with Company policies, governance standards, and ethical frameworks.
- Manage and develop a high‑performing team, providing leadership, coaching, and direction to build capability, accountability, and strong performance against business objectives.
- Assess complex business issues and opportunities, balancing financial return, brand value, customer impact, design capability, and risk management.
- Leverage data, analytics, and market insights to identify trends, growth opportunities, and risks. Monitor retail sales performance, identify new revenue streams, and align resources to maximize impact.
- Consolidate and analyze licensing royalty revenue and sales performance across North America. Track execution of business plans, identify gaps, and develop contingency and recovery plans. Ultimately accountable for short‑ and long‑term licensing results.
Qualifications & Requirements
- Minimum of 10 years of experience in licensing, brand management, and strategic planning, or equivalent demonstrated skill set
- Proven track record of successful licensing deals, brand expansion, and business development across North America
- Adept at managing high‑performing teams, with demonstrated leadership, coaching, and talent development capabilities
- Experience managing global agencies and complex partner ecosystems
- Strong network within the licensing community across North America
- Experience managing multi‑country or regional licensing programs across North America
- Strong presenting, persuading, and negotiating skills, including leading high‑stakes licensee pitches
- Exceptional collaboration and relationship‑building skills, particularly in direct licensee partnerships. Highly effective collaboration skills within a matrixed, networked organization
- Strong written, oral, and presentation communication skills
- Ability to facilitate, influence, and accelerate value‑based business relationships
- Solid analytical and financial acumen, with strong understanding of retail economics and partner financial drivers
- Highly results‑oriented with the ability to operate in a fast‑paced, growth‑focused environment
- Strong pulse on North American consumer behavior, retail landscapes, and lifestyle trends
- Broad experience across Licensing, Marketing, and Retail preferred including understanding of product development, manufacturing, and commercialization cycles
- Strong digital and AI fluency, with the ability to use tools and data systems to manage performance, generate insights, and drive business decisions
- Proficient in Microsoft PowerPoint and Excel, with strong comfort using data to drive decision‑making
- Bachelor’s degree from an accredited college/university or equivalent work experience
- Experience across key licensing categories, including:
- Apparel & Softlines
- Hardlines
- Food & Beverage Licensing preferred
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:
Brand Licensing, Business Licensing, Contract Negotiations, Food And Beverage (F&B), Leadership, Licensing, Negotiation, Product Licensing, Strategic Licensing
Pay Range:
United States of America: 193,000 USD - 224,000 USD
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:
Atlanta
Travel Required:
00% - 25%
Relocation Provided:
No
Job Posting End Date:
July 10, 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.
