Director, National Account and Sales Analytics

The Coca-Cola Company • Washington, DC

4d

About The Position

Our vision is loved brands, done sustainably, for a better shared future. We strive to provide, cutting-edge customer solutions in innovation, execution and marketing. As Director, National Account and Sales Analytics supporting our Aramark business, you will support our Vice President, Customer Leadership with key initiatives to advance our strategic partnership with Aramark and support our stewardship routines with Aramark and our bottling partners. This role will have direct customer oversight of some of Aramark’s lines of business and be responsible for influencing across the customer organization and our bottling network. In addition, you will lead our efforts to analyze sales data and market trends to drive our sales strategy and support our overall business objectives. You will oversee the development of analytics models, report on sales performance, and generate insights that impact decision-making and strategy at all levels of the organization. You will work closely with the Sales and Marketing teams to ensure that our sales strategies are aligned with market opportunities and customer needs.

Requirements

• 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.
• Revenue Growth Management: Establish a value-based organization to continuously grow the System’s business in a profitable way by focusing on key opportunities in the market, shaping commercial strategy, designing and deploying plans in the market.
• Marketing Operating Strategies: Knowledge of and ability to apply basic marketing operating strategies (e.g., pricing strategies, trade/consumer programs and promotions) used in the execution of marketing plans.
• Horizon Scanning: Continuously monitors business and macro environments (including consumer preferences, competitive landscape, and financial markets) for impact to strategy.
• Design Solutions: Recommends strategic focus areas to address business problems and opportunities, in alignment with strategic priorities.
• Contract Procedures: Knowledge of contract procedures, negotiations, and Coca-Cola system approval processes. Ability to understand and interpret customer contracts.
• System Knowledge: Knowledge of and ability to leverage our total system (foodservice, bottler, supply chain, brand, marketing) to identify customer opportunities, implement solutions and resolve issues as they arise.
• Bachelor’s Degree
• 5-7 Years Strategic Sales Experience
• 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

Responsibilities

• Provide leadership of Aramark’s Converge Network (vending business), HPSI (Healthcare GPO) and Aramark International business. Responsibilities include implementation of volume and brand building programs, stakeholder management, routine stewardship, and ongoing performance management.
• Support development and implementation of key initiatives in order to drive volume and create strategic value for our customer partnership. Examples of key initiatives include void closure analysis and execution, QR planogram execution, sustainability initiatives (i.e. re-use program), and development of headquarter and bottler stewardship tools.
• Design and generate sales analytics tools and regular sales performance reports for the team and key statekholders (internal and external) providing actionable insights and recommendations that will drive the business forward. These tools should be scalable and provide Concessionaire/channel insights that can be leveraged across the organization.
• Participate in strategic planning sessions and annual business planning cycle by providing thoughtful, data-driven insights that inform key initiatives to close gaps and grow the size and value of the customers beverage category.
• Build strong collaboration with the key customer personnel and CCNA Teams to develop and execute programs that deliver on the customer strategy and consumer objectives for both the customer and the company.
• Conduct post program analysis of key marketing initiatives to evaluate the program against objectives, understand impact, identify strengths and weaknesses, capture key learnings and insights, and gather stakeholder feedback. This work will be critical as we continue to refine strategies for future programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director