Sales Director, Warehouse Beverages - Walmart
About The Position
The Sales Director leads Coca-Cola’s strategic relationship with Walmart, translating enterprise priorities into joint business plans that deliver measurable commercial results across in-store and digital channels. As the senior commercial leader for the Walmart customer team, this role builds relationships with key decision-makers, shapes long-term category strategies, and mobilizes cross-functional teams to deliver customer value and sustainable growth. The position oversees Walmart customer strategy, account planning, customer negotiations, omnichannel growth, and commercial execution. It works with Coca-Cola teams and system partners to align category opportunities, resources, innovation, and execution, while monitoring business performance, market dynamics, competitor activity, and shopper trends. The role also coaches account team members and leads simplification and change management to improve responsiveness to Walmart’s priorities. The position is based in Rogers, United States, with approximately 15% travel indicated in the qualifications (the posting separately lists travel as 00%–25%). Relocation support is described as available for exceptional candidates in the qualifications, while the location details state “Relocation Provided: No.”
Requirements
- Bachelor’s degree or equivalent work experience.
- 7–10 years of national account sales, customer leadership, or commercial management experience in beverage, food, or consumer packaged goods.
- Ability to cultivate senior customer relationships and lead complex joint business planning from strategy through execution.
- Strong financial and commercial acumen, including trade investment evaluation, pricing architecture, and customer economics.
- Experience leading through influence, managing competing priorities, and executing initiatives across a matrixed organization.
- Familiarity working with bottlers, distributors, and supply chain partners to coordinate end-to-end commercial delivery.
- Excellent written, verbal, and visual executive communication skills, including the ability to turn complex data into actionable recommendations.
- Collaborative, solutions-oriented leadership style and a track record of developing teams and achieving win-win customer results.
- Digital and e-commerce fluency, including understanding of omnichannel retail strategies and digital shopper engagement.
- Ability to travel approximately 15%.
- Must be currently authorized to work in the United States full time and must not require Coca-Cola sponsorship to continue working legally in the United States.
Nice To Haves
- Walmart experience is highly preferred.
Responsibilities
- Lead Walmart customer strategy and the joint business planning process across business segments.
- Build trusted senior relationships with Walmart executives in merchandising, replenishment, operations, finance, and digital functions.
- Develop account business plans with goals, strategic initiatives, resource requirements, innovation priorities, and measurable performance outcomes.
- Conduct business reviews to assess category performance, share shopper insights, and identify opportunities to improve execution and profitability.
- Drive omnichannel growth across Walmart’s physical and digital platforms, including assortment, availability, merchandising, and shopper experience.
- Partner with cross-functional Coca-Cola teams in category leadership, revenue growth management, supply chain, finance, marketing, commercial strategy, legal, and operations.
- Resolve service challenges, address execution barriers, and maintain operational excellence across the system.
- Monitor market dynamics, competitor actions, and shopper trends to identify growth opportunities and update account plans.
- Lead annual customer negotiations and commercial discussions, balancing customer needs with system economics and investment efficiency.
- Coach and develop account team members, promoting collaboration, accountability, and continuous improvement.
- Champion simplification and change management to strengthen team agility and responsiveness to Walmart’s evolving priorities.
Benefits
- A full range of medical, financial, and/or other benefits, dependent on the position.
- Annual incentive reference value of 30% at target.
- Relocation support may be available for exceptional candidates, although the location details state “Relocation Provided: No.”
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What This Job Offers
Job Type
Full-time
Career Level
Director
