Senior Manager, National Sales - Specialty Retail

Job Description Summary:

At The Coca-Cola Company, our vision is to create loved brands, done sustainably, for a better shared future. We are committed to delivering cutting-edge excellence in ingredients, innovation, design, and marketing. As a Senior Manager in National Sales for On-Site and Specialty Retail, you will play a pivotal role in driving our beverage strategy, managing customer relationships, and delivering impactful results.

We are seeking passionate, results-driven individuals with a strong sales focus and a talent for building meaningful relationships. This role will support the NE Region which includes: North Dakota, New York, Massachusetts, New Jersey & Maryland.

What You’ll Do for Us

• Strategic Business Planning: Lead collaborative business planning efforts to develop and execute annual business plans, key partnership initiatives, and category programs. Accurately forecast sales volume, revenue, and expenses to align with strategic goals.

• Negotiation & Customer Value Creation: Lead complex negotiations, influence decision-making, and create customer value through compelling fact-based selling, strong stewardship, and clear business cases.

• Customer Relationship Management: Conduct regular business reviews with customers to identify needs, address challenges, and uncover opportunities. Build and maintain strong relationships with key members of the customer’s organization, ensuring alignment with their goals and stewarding operational success.

• Performance Assessment: Continuously evaluate account business plans, tracking progress against goals, assessing the impact of initiatives, and identifying opportunities for new product recommendations.

• Stakeholder Engagement: Develop and nurture relationships with key decision-makers, including internal teams, bottling partners, senior-level buyers, outlet managers, and distributors. Foster collaboration to enhance sales capabilities and drive stewardship discussions.

• Supply Chain Strategy: Design and activate direct supply chain strategies to improve efficiencies across Coca-Cola North America Product Supply and Foodservice distributor operations.

• Competitive Analysis: Monitor competitive activities within assigned geographies and communicate relevant insights promptly to inform strategic decisions.

• Cross-Functional Collaboration: Partner with cross-functional teams to leverage the full depth and breadth of Coca-Cola’s resources, ensuring mutual benefits and impactful results.

• Sales Vision & Innovation: Share strategic insights and anticipate future needs, recommending innovative business-building ideas to drive growth.

• Data Analysis: Gather and analyze customer-specific data (e.g., annual reports, store sales, layout, traffic patterns) to understand current business economics and identify opportunities for improvement.

Qualification & Requirements

• Education: Bachelor’s degree or equivalent work experience required.

• Experience: Minimum of 3+ years of successful sales account management experience.

• Relationship Building: Proven ability to build and maintain strong customer relationships, identifying and addressing customer needs effectively.

• Sales Expertise: Demonstrated success in sales negotiation, closing techniques, and securing sales across various offerings and purchasing tiers.

• Analytical Skills: Ability to analyze customer feedback and technical data to identify opportunities and develop tailored solutions.

• Leadership: Proven ability to manage multiple priorities independently and cultivate sales leads and accounts.

• Communication: Strong communication and technical presentation skills.

What We Can Do For You

• Iconic & Innovative Brands: Be part of a portfolio that includes over 250 products, featuring some of the world’s most beloved brands like Coca-Cola, Simply, Fairlife, and Topo Chico.

• Expansive & Diverse Customers: Work with a wide range of customers, including retail and grocery outlets, theme parks, movie theaters, restaurants, and more.

• Growth Opportunities: Join a company that values innovation, sustainability, and professional development, offering opportunities to grow and make a meaningful impact.

Skills:

Pay Range:

Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

Annual Incentive Reference Value Percentage:

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.

Location(s):

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Travel Required:

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Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.