United States of America
Job Posting End Date:
Responsible for Coca-Cola's Warehouse Sales small store business in the US convenience retai channel (MMBU). This person is responsible for the beverage brands sold in the Refrigerated Juice, Refrigerated Natural Health, Refrigerated VAD Milk, Frozen Juice and Shelf Stable Juice categories either direct to customer or through chilled distribution networks and partners. The brands include Simply, Minute Maid, Gold Peak, fairlife, Suja, Odwalla, Zico and Honest Tea. The Director of Sales leads a team of account executives with direct customer responsibility and will also have direct customer responsibility and be located within that customer location.
Function Specific Activities:
Develops Annual Business Plan with CCNA and Acosta Teams and Customer that outline key strategies and initiatives for growth within customer's joint business plan for Coca-Cola.
Ensures business plan and marketing activities are developed to deliver volume, profit, revenue and share growth, and customer satisfaction commitments made to all stakeholders during business acquisition and/or stewardship planning.
Grows level of customer satisfaction, maintains win/win business relationship, and ensures effective communication with all key buying influences.
Provides leadership and direction to account management team calling on retail customers across NRS and warehouse.
Coach, mentor and develop the sales team to ensure their professional development and to ensure that the organization's need for future leaders is consistently met
Demonstrate to the customer's senior executives the leadership and stewardship of our business relations and performance execution
Ensure comprehensive vertical and horizontal call coverage within the customers' organizational structure
Lead and steward top to top calls with designated customers
Responsible for leading the annual planning process for NRS designated customers
Manages communication with the Coca-Cola system to/from Acosta and Customers to ensure constant application of strategies as outlined in the Annual Business Plan and flawless execution of programs.
Aligns system resources and collaborates cross-functionally to implement assortment, merchandising, shelving and pricing strategies according to plan and budgets.
Acts as a system-wide customer expert to ensure that the Coca-Cola system understands Customer's objectives, strategies, positioning, and needs and that Company programs are consistent with their needs.
Responsible for problem solving operational or executional issues with customer and within the Coca-Cola system.
Accountable for delivering annual plan and P&L (Profit & Loss statement) and owns the stewardship of the end-to-end value chain.
Bachelor's degree in business or related background required. Master's degree preferred.
Related Work Experience:
7 to 10 years of progressive responsibility with account management in large consumer goods organization.
Complex selling knowledge with proven ability to create and sell-in customer specific promotional programs & key initiatives.
Direct customer selling experience
Knowledge of warehouse sales route to market and planning experience.
Experience managing Food Broker/Sales Agents
General management experience and skill set.
Proven ability to manage needs and concerns of multiple stakeholders across various business systems.
Drive Innovation: Generate new or unique solutions and embrace new ideas that help sustain our business (encompassing everything from continuous improvement to new product and package innovation)
Collaborate with Systems, Customers and Other Stakeholders: Develop and leverage relationships with stakeholders to appropriately stretch and impact the System (Company and Bottler)
Act like an Owner: Deliver results, creating value for our brands, our System, our customers and key stakeholders
Inspire Others: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible
Develop Self and Others: Develop self and support others' development to achieve full potential
Growth Mindset: Demonstrates Curiosity. Welcomes failure as a learning opportunity.
Smart Risk: Makes bold decisions/recommendations
Externally Focused: Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices, or ideas.
Performance Driven & Accountable: Has high performance standards. Outperforms her/his peers.
Fast/Agile: Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.
Empowered: Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.
Travel - Up to 75%
Years of Experience:
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.