Senior Manager, Sales - Specialty Retail
About The Position
The Senior Manager, Sales - Specialty Retail advances The Coca-Cola Company’s vision by driving growth across specialty retail and on-site channels in the Southeast Region, including Georgia, Tennessee, Kentucky, Florida, North Carolina, and Maryland. The role combines commercial strategy, operational leadership, customer relationship management, and cross-functional collaboration to strengthen beverage performance and build sustainable customer partnerships. The position leads strategic business planning, sales forecasting, complex negotiations, customer business reviews, and performance monitoring. It uses customer and market insights to develop tailored business solutions, inform growth initiatives, and identify opportunities for innovation. The role also partners with supply chain, product supply, foodservice distributors, bottling partners, and internal teams to improve operational efficiency, product availability, and execution. The successful candidate is a results-oriented sales leader with experience in consumer packaged goods, foodservice, or retail. The role is based in Bloomington, United States, requires 0%–25% travel, and does not provide relocation or employment sponsorship.
Requirements
- Bachelor’s degree in Business, Marketing, or a related field.
- At least 3 years of successful sales or account management experience in consumer packaged goods, foodservice, or retail.
- Ability to develop and manage customer relationships that deliver long-term business results.
- Experience negotiating and executing sales programs across multiple purchasing tiers and retail models.
- Analytical ability to build data-driven business cases, interpret customer feedback, and turn insights into actionable growth strategies.
- Ability to independently manage multiple priorities with accuracy and attention to detail.
- Exceptional communication, presentation, and relationship-building skills with internal and external stakeholders.
- Comfort working in fast-paced, entrepreneurial environments with a collaborative, solution-oriented approach.
- Demonstrated leadership abilities and commitment to operational excellence across sales engagement.
- Must be authorized to work full-time in the United States without requiring The Coca-Cola Company’s sponsorship.
Nice To Haves
- Understanding of retail and foodservice distribution channels.
Responsibilities
- Lead annual and multi-year collaborative business planning with customers and internal teams, establishing growth objectives, category programs, and partnership initiatives.
- Forecast annual sales volume, revenue, and expenses in alignment with strategic goals and account priorities.
- Lead complex negotiations and influence decisions through fact-based selling, data insights, and mutually valuable business cases.
- Conduct regular business reviews with specialty retail partners to assess needs, resolve challenges, and identify growth opportunities.
- Monitor performance against business plans and recommend product or program adjustments based on results and insights.
- Build and maintain relationships with customer executives, outlet managers, distributors, bottling partners, and internal stakeholders.
- Partner with supply chain, product supply, and foodservice distributor teams to develop direct supply strategies that improve efficiency and product availability.
- Analyze market trends and communicate competitive intelligence across assigned territories.
- Collaborate with finance, marketing, revenue growth management, operations, and other cross-functional teams to deliver results.
- Lead strategic discussions on innovation and share insights about consumer and customer needs and commercial opportunities.
- Use data analytics and customer-specific information, including sales patterns, store layouts, and traffic insights, to recommend business solutions and improve performance.
- Serve as the Southeast Region’s customer relationship management resource, supporting consistent service, operational excellence, and partnership engagement.
- Foster collaboration and accountability among bottling and distributor contacts to support execution and shared success.
Benefits
- Medical, financial, and/or other benefits, dependent on the position.
- Professional growth opportunities.
- Tools, data insights, and collaborative networks to support customer engagement and business growth.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
