Sr. Director, Customer Sales, Central

The Coca-Cola Company•Minneapolis, MN

1d•$164,000 - $196,000

About The Position

The Sr. Director, Customer Sales, Central leads a cross-functional team to deliver business results across an assigned territory within The Coca-Cola Company’s North America Operating Unit Advanced Hydration division. The division’s portfolio includes BODYARMOR Sports Drink, Powerade, vitaminwater, and smartwater. The role directly manages the Kroger customer and provides leadership accountability for a team overseeing Meijer, Hy-Vee, Target, Spartan Nash, Military channel customers, and additional customers. The position leads annual planning and negotiations, develops customer strategies and selling stories, and drives execution against business and financial targets. It provides subject-matter expertise to resolve complex customer issues, monitors performance, and works across Coca-Cola sales teams, bottlers, and functional partners to deliver customer objectives. The role also coaches and mentors team members and manages the department’s annual travel and entertainment budget. The role is based in the Atlanta, Cincinnati, Minneapolis, or Walker, Michigan areas, with 50% travel required according to the requirements section. The posting lists a U.S. base pay range of $164,000–$196,000 and an annual incentive reference value of 30%. Relocation is not provided.

Requirements

Bachelor’s degree or relevant experience.
Eight years of experience managing national accounts.
Located in the Cincinnati, Ohio; Minneapolis, Minnesota; Walker, Michigan; or Atlanta, Georgia areas.
Strong computer skills in Outlook, PowerPoint, Excel, and Word.
Strong understanding of and analytical skills with Nielsen/IRI syndicated data.
Able to travel 50%, including locally and in neighboring geographic territories.
Must hold and maintain a valid driver’s license and be able to drive long distances.
Motor vehicle records must satisfy company standards under the Driving Policy.
Must be currently authorized to work in the United States on a full-time basis and must not require company sponsorship to continue working legally in the United States.

Nice To Haves

Direct-store-delivery (DSD) beverage background preferred.
Skills listed: Alteryx, branding, channel strategy, conversion rate, customer insights, demand generation, digital advertising, Google Analytics, key performance indicators, leadership, marketing campaigns, marketing insights, marketing strategies, market segmentation, media buying, Microsoft Office, Microsoft Power BI, product commercialization, sales channel development, social media, strategy development, SQL, and Tableau.

Responsibilities

Oversee channel strategy and ensure customer alignment for the division.
Lead direct reports overseeing Kroger, Meijer, Hy-Vee, Target, Spartan Nash, and Military channel customers.
Drive annual planning and execution across assigned customers and bottlers, delivering revenue, volume, share, trade-spend, and travel-and-entertainment budget goals.
Partner with senior management and cross-functional team members to build plans supporting short- and long-term business objectives.
Lead annual negotiations and establish partnership agreements aligned with organizational priorities.
Lead cross-functional development and implementation of customer selling stories, using insights to support assortment, shelving, pricing, merchandising, and innovation execution.
Oversee account updates and performance reporting, identify plan gaps, and recommend actions to meet business objectives.
Complete customer administrative duties, including contracts and new-item forms.
Use data and insights to support sales storytelling.
Participate in system routines, including CCLT and Customer Core Teams, to share customer updates, annual plan targets, performance, and action plans.
Work with Coca-Cola sales teams to maximize shared goals, results, and execution.
Build and leverage relationships with BASN teams and bottlers to align on customer objectives.
Provide BodyArmor management with ongoing updates on customer plan results and opportunities.
Participate in cross-functional routines to provide plan updates and support execution of customer programs and initiatives.
Provide customer input to annual Marketing, Commercial, and Innovation plans.
Leverage cross-functional resources to provide customers with selling stories, consumer and customer marketing, insights, and revenue growth management plans.
Coach and mentor direct reports and support staff, provide customer subject-matter expertise, and ensure the team has appropriate support and resources.
Manage the department’s annual travel and entertainment budget in alignment with internal financial objectives.