Senior Director I, Sales - Natural Channel

The Coca-Cola Company•Atlanta, GA

1d•$174,000 - $200,000•Hybrid

About The Position

The Senior Director of Sales - Natural Channel Lead will be responsible for setting the vision, strategy and for delivering the Annual Business Plan for The Coca-Cola Company's Natural Channel business in North America. They will also lead the customer relationship for Whole Foods Market. This role reports into the VP of Emerging Channels and involves leading a team of 2 direct reports and cross-functional partners to achieve customer and partner success, drive business goals, and accelerate innovation with a focus on people and planet initiatives.

Requirements

Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
Minimum of 10 years of experience in sales, marketing, or customer management within the Consumer Packaged Goods industry.
Demonstrated experience in Sales and/ or related functions - account management, category leadership, RGM - the Natural Channel (Whole Foods, Sprouts, UNFI, KeHE et al.) and operations roles within a team.
Experience with Trade Management, Promotions Optimization and Revenue Growth Management is a plus.
Experience working with brokers like Acosta.
Demonstrated experience leading cross functional teams.
People leadership experience is a plus.
Experience in managing strategic partnerships, particularly with key brands like Topo Chico.
Exceptional communication, negotiation, and relationship-building skills.
Strong analytical, Excel, modeling, and revenue growth management skills.
Ability to influence and collaborate with brand, R&D, and cross-functional teams.

Responsibilities

Lead and deliver the Annual Business Plan for the Natural Channel portfolio by building high-impact partnerships with Whole Foods Market, UNFI, and a dynamic ecosystem of natural retailers and broker partners.
Lead, coach, and inspire a 2 high-performing National Sales Executives, while mobilizing brokers and cross-functional partners to deliver exceptional customer outcomes.
Shape and deliver strategic Joint Business Plans with top customers, translating vision into actionable Annual Business Plans that unlock sustainable growth.
Serve as the thought leader and expert on Natural Channel trends, shopper insights, and emerging best practices—turning insights into bold, actionable strategies that fuel growth for The Coca-Cola Company.
Leverage category management and revenue growth management expertise to generate insights, inform decisions, and drive measurable business impact.
Demonstrate organizational agility and influential leadership to unlock resources, build advocacy, and accelerate momentum behind Natural Channel growth.
Cultivate trusted relationships with key retail and distributor partners (e.g., Whole Foods, Sprouts, UNFI, KeHE).
Build strong cross-functional alignment to ensure seamless execution and shared accountability across the system.
Ensure flawless end-to-end execution by aligning system resources and coordinating across customers, distributors, brokers, and bottlers.
Optimize broker strategy and performance, partnering closely with broker leadership to drive growth and operational excellence.
Act as the system-wide authority on Natural Channel customers, providing strategic guidance and actionable insights to internal stakeholders.
Influence brand and R&D innovation, advocating for natural channel needs and shaping a portfolio that resonates with evolving consumer preferences.