Sales Director, Warehouse Beverages - Walmart

The Coca-Cola Company • Rogers, AR

2d • $141,000 - $165,200

About The Position

The Sales Director – Walmart leads The Coca-Cola Company’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 trust with key decision-makers, shapes long-term category strategies, and mobilizes cross-functional teams to deliver execution. The role calls for customer insight, commercial acumen, and the ability to influence complex organizations to connect Coca-Cola’s capabilities, innovation, and system partnerships with customer value.

The position is based in Rogers, United States, and requires approximately 15% travel according to the qualifications section; the listing also states travel required of 00%–25%. Relocation support is described as available for exceptional candidates, while the posting’s relocation field says “No.” The company does not offer employment-visa sponsorship, and applicants must already be authorized to work full-time in the United States without requiring Coca-Cola sponsorship.

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.
• Demonstrated 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.
• Relocation support may be available for exceptional candidates.

Responsibilities

• Lead Walmart customer strategy and joint business planning, connecting growth priorities, category opportunities, and execution plans across business segments.
• Build senior relationships with Walmart executives across merchandising, replenishment, operations, finance, and digital functions.
• Develop and deliver 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 to deliver joint priorities.
• Resolve service challenges, address barriers, and maintain operational excellence across the system.
• Monitor market dynamics, competitor actions, and shopper trends to identify growth opportunities and update the account plan.
• Lead annual customer negotiations and commercial discussions, balancing customer needs with system economics and investment efficiency to secure sustainable growth.
• Coach and develop account team members, fostering collaboration, accountability, and continuous improvement.
• Champion simplification and change management to strengthen team agility and responsiveness to Walmart’s evolving priorities.

Benefits

• A strategic platform to shape long-term growth initiatives with a major retailer.
• Opportunities to represent Coca-Cola, Simply, fairlife, and Topo Chico brands.
• Collaboration across the Coca-Cola System on high-visibility priorities and enterprise-level commercial capabilities.
• Access to leading insights, technology, and revenue growth management frameworks.
• A full range of medical, financial, and/or other benefits, dependent on the position.
• Annual incentive reference value of 30% at target.

What This Job Offers

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