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 trusted relationships with customer management teams, develops customized business plans, and collaborates with customers and Coca-Cola Southwest Beverages teams to grow beverage category profit and volume while supporting customer and Coca-Cola system objectives. The manager develops and sells annual customer plans, including pricing, package, and promotional strategies; recommends brands, packages, merchandising ideas, and equipment; and coordinates the execution of customer programs and new product introductions. The position also monitors sales activity and performance, resolves execution issues, analyzes promotional results, and organizes territory time to maximize face-to-face selling opportunities.

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, and planning skills.
Strong verbal and written communication skills.
Above-average computer skills.
Valid driver’s license and driving record within MVR policy guidelines.

Nice To Haves

At least 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 customer’s or channel’s business and build enduring relationships with customer management based on trust and integrity.
Maximize profitable sales opportunities by selling customer plans, including annual CMAs and strategic, tactical pricing, and promotional plans aligned with customer and Coca-Cola system objectives.
Evaluate outlet opportunities, sell collaboratively, and overcome customer objections.
Help customers reach sales potential for company products by providing creative merchandising ideas.
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 that address customer or channel needs and deliver Coca-Cola system budgeted profit and volume.
Collaboratively develop strategic price and package plans with customers to generate results for both the customer and Coca-Cola 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 brand and package introductions.
Coordinate Coca-Cola Southwest Beverages cross-functional teams and segment resources to develop and implement business solutions that meet customer needs and grow beverage category profit and volume.
Resolve execution issues and remove 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.
Proactively arrange time and territory to maximize face-to-face selling opportunities.
Host customer events to strengthen alignment with customers.