Manager, Sales Development

CONA Services•Austin, TX

About The Position

The Sales Development Manager identifies opportunities within large chain customers or channels and maximizes profitable sales opportunities. The role builds enduring customer relationships, develops customized business plans, and sells customer plans that align with customer and Coca-Cola system objectives. It also supports customers in reaching their sales potential through merchandising, pricing, packaging, promotions, and equipment recommendations. The manager works with customers and cross-functional Coca-Cola Southwest Beverages teams to develop and execute strategies that grow beverage-category profit and volume. The role monitors sales activity and performance, resolves execution issues, and evaluates promotional results.

Requirements

Bachelor’s degree, or equivalent experience with a high school diploma.
3–5 years of experience in the consumer goods industry.
At least 2 years of experience in consumer products or direct store delivery sales, or major account management.
Experience developing successful annual business plans and price-and-package plans for retail customers.
Strong analytical, organizational, planning, verbal, and written communication skills.
Above-average computer skills.
Valid driver’s license and driving record within MVR policy guidelines.

Nice To Haves

2 years of experience in the Coca-Cola system.
Intermediate computer and database application skills.
Bilingual ability, preferably Spanish.
Experience managing budgets.

Responsibilities

Understand the complexities of a customer’s business or channel and build trusted relationships with customer management teams.
Sell customer plans, including annual CMAs, strategic and tactical pricing plans, and promotions aligned with customer and Coca-Cola system objectives.
Evaluate outlet opportunities, sell collaboratively, and overcome customer objections.
Offer creative merchandising ideas to help customers reach sales potential on company products.
Address customer issues and opportunities promptly.
Recommend brands, packages, and equipment that meet customer and consumer needs while leveraging national and local marketing initiatives.
Develop customized business plans addressing customer or channel needs while delivering budgeted profit and volume for the Coke system.
Develop strategic price-and-package plans with customers that achieve desired results for both the customer and Coke system.
Execute customer and channel promotions and programs using national brand ideas and consumer insights to increase consumer preference and customer activity.
Sell in and implement promotional strategies for new brands and packages.
Coordinate Coca-Cola Southwest Beverages resources and cross-functional team members to develop and implement customer-focused plans that grow beverage-category profit and volume.
Resolve issues during execution and eliminate barriers.
Track daily, weekly, and monthly call activity and performance against assigned goals and expectations.
Collaborate with marketing, finance, operations, and other cross-functional team members.
Conduct post-promotion analysis and make necessary changes based on results.
Organize time and territory proactively to maximize face-to-face selling opportunities.
Host customer events to strengthen alignment with customers.