Senior Director, Sales - Walmart SSD
About The Position
The Senior Director, Sales – Walmart Sparkling Soft Drinks (SSD) leads Coca-Cola’s partnership with Walmart, with accountability for category leadership, profitable growth, and collaboration across physical and digital retail. The role shapes Coca-Cola’s long-term customer strategy, advances omnichannel growth, and delivers business outcomes through enterprise-wide alignment. The position leads commercial strategy, annual operating plans, execution, and overall business performance for the Walmart SSD business. It develops customer-specific and multi-year growth plans, negotiates major commercial initiatives, and builds senior-level relationships across Walmart’s merchandising, digital, finance, operations, and omnichannel teams. The role also aligns Coca-Cola functions, bottlers, and franchise partners to deliver coordinated execution and sustainable value for Walmart, consumers, and the Coca-Cola System. The Senior Director leads and develops high-performing teams, drives transformation, and uses analytics, shopper insights, and AI-enabled tools to guide strategy and improve profitability and customer engagement. The role is based in the United States; Rogers is listed as a city, and travel is required 0%–25%. Relocation is not provided. Applicants must already be authorized to work full time in the United States and must not require company sponsorship to continue working legally in the United States.
Requirements
- Bachelor’s degree required.
- 12+ years of progressive leadership experience in sales, commercial strategy, or customer management within CPG, beverage, food, or retail environments.
- Significant experience leading Walmart-specific business portfolios and building senior executive relationships with customer decision-makers.
- Proven success managing strategic, complex customer partnerships and delivering sustained revenue and profit growth.
- Expertise in joint business planning, category leadership, commercial negotiations, and long-range customer development.
- In-depth understanding of omnichannel retail, including Walmart.com, pickup and delivery, retail media, connected commerce, and digital shelf optimization.
- Strong foundation in revenue growth management, pricing strategy, promotional performance analysis, and investment optimization.
- Advanced financial acumen and experience managing trade investment, profitability, and commercial performance metrics.
- Ability to use shopper insights, analytics, and AI-driven data tools to inform strategic decisions and business outcomes.
- Knowledge of supply chain, replenishment, inventory management, and operational planning for major retail customers.
- Leadership, interpersonal, and communication skills, including the ability to influence senior stakeholders and drive execution across a matrixed organization.
- Track record of leading transformation, driving cultural change, and developing teams capable of agile delivery and innovative problem-solving.
- Must be currently authorized to work full time in the United States and must not require company sponsorship to continue working legally in the United States.
Nice To Haves
- MBA or advanced business degree strongly preferred.
Responsibilities
- Lead the Walmart Sparkling Soft Drinks business, including commercial strategy, annual operating plans, execution excellence, and overall performance.
- Shape and deliver a multi-year growth vision that advances Coca-Cola’s category leadership and creates sustainable value for Walmart, consumers, and the Coca-Cola System.
- Build senior-level relationships with Walmart leadership across merchandising, digital, finance, operations, and omnichannel teams.
- Develop and present customer-specific strategies and business plans based on growth priorities, innovation initiatives, investment choices, shopper insights, and category insights.
- Serve as lead negotiator for major commercial discussions involving assortment, pricing, promotion, innovation launches, and merchandising programs.
- Partner with Marketing and Category Leadership to adapt sparkling beverage brand strategies into customer-specific programs.
- Advance omnichannel growth by integrating stores, pickup, delivery, retail media, and digital shelf activation.
- Collaborate with Revenue Growth Management, Finance, Supply Chain, Digital Commerce, and Franchise Leadership to align execution.
- Lead business reviews with Walmart executives, linking performance, market insights, customer value, and future opportunities.
- Use AI-enabled tools, data analytics, and shopper insights to develop strategies that improve profitability and customer engagement.
- Partner with bottling and franchise teams on promotional calendars, assortment planning, and replenishment programs.
- Anticipate marketplace shifts and competitive dynamics and position Coca-Cola to respond to changing customer and consumer trends.
- Lead, coach, and inspire teams, developing enterprise capability and a culture of collaboration and accountability.
Benefits
- A full range of medical, financial, and/or other benefits is offered, dependent on the position.
- Access to advanced analytics, digital commerce tools, and AI capabilities.
- Opportunities to engage with senior customer executives and system partners on innovation, value creation, and sustainable growth.
- Cross-functional enterprise connectivity across global brands, bottling partners, and commercial teams.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
