Senior Manager, Retail Sales - Dollar General
About The Position
The Senior Manager, Retail Sales – Dollar General manages Coca-Cola’s customer relationship with Dollar General and drives alignment across the system on joint growth initiatives. The role combines account leadership, customer collaboration, and execution to support growth for Coca-Cola and Dollar General and the North America Operating Unit’s commercial priorities. The position calls for experience in key account management, data-driven selling, and partnership building, with a focus on connecting brands with shoppers across retail environments. The role partners with an integrated account team to manage the business relationship, develops and executes an annual joint business plan with Dollar General, bottler partners, and cross-functional teams, and serves as the customer subject-matter expert within the Coca-Cola system. It aligns stakeholders around customer plans, oversees execution of programs and promotions, and uses analytics to inform customer decisions and pricing and assortment strategies. The Senior Manager also forecasts performance, manages account budgets and investment returns, resolves operational issues, and advances innovative solutions. The role is based in Nashville, Tennessee, requires 26%–50% travel, and does not include relocation. The Coca-Cola Company does not offer employment sponsorship for this position; applicants must already be authorized to work full-time in the United States without company sponsorship.
Requirements
- Minimum of 3 years of experience in key account management, sales, or commercial roles within consumer packaged goods or the beverage industry.
- Proven experience developing and executing price-package plans and promotional programs for major retail customers.
- Demonstrated ability to manage complex stakeholder relationships and drive alignment across multiple business systems.
- Strong selling acumen, including consultative sales, negotiation, and customer partnership building.
- High data literacy and competence in using analytics and insights to influence decisions.
- Excellent communication and presentation skills, including the ability to present data and business cases clearly and persuasively.
- Effective time management, prioritization, and organizational abilities suited to fast-paced retail environments.
- Self-motivated and results-oriented, with the ability to balance strategic business planning and day-to-day account execution.
- Applicants must be currently authorized to work in the United States full-time and must not require Coca-Cola Company sponsorship to continue working legally in the United States.
Nice To Haves
- Bachelor’s degree in Business, Marketing, or a related field preferred.
Responsibilities
- Partner with the integrated account team to manage Coca-Cola’s business relationship with Dollar General and meet customer expectations and system commitments.
- Develop and execute an annual joint business plan with Dollar General, bottler partners, and cross-functional Coca-Cola teams, setting growth objectives and activation priorities.
- Serve as the customer subject-matter expert within the Coca-Cola system and communicate Dollar General’s strategies, priorities, and needs.
- Align internal and external stakeholders, including bottlers, marketing, finance, and operations, around the customer plan and translate objectives into actionable programs.
- Ensure promotions, programs, and operational plans are executed according to timelines, budgets, and resource allocations.
- Lead communication between Dollar General and the Coca-Cola system so strategies, plans, and programs are consistently applied throughout execution.
- Use insight-driven selling tools and category analytics to influence customer decisions and shape pricing and assortment strategies based on shopper behavior.
- Forecast performance, manage account budgets, and evaluate investment returns to support sustainable growth.
- Address operational issues by coordinating customer teams and bottlers to maintain service levels and program consistency.
- Champion ideas and innovative solutions to evolve the customer relationship, improve efficiency, and enhance marketplace impact.
Benefits
- Medical, financial, and/or other benefits, dependent on the position.
- Opportunity for personal growth and professional development through cross-functional projects and customer partnerships.
- Data analytics tools, shopper insights, and commercial systems to support decision-making and results.
- Opportunity to represent well-known brands across a large retail footprint and collaborate with customer, marketing, and bottler organizations.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
