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Director Warehouse Sales, Drug/Value - Atlanta, Charlotte, Chicago Or Boston

Expired Job

Coca-Cola Downers Grove , IL 60515

Posted 4 months ago

Location(s):

United States of America

City/Cities:

Atlanta

Travel Required:

Relocation Provided:

Job Posting End Date:

Shift:

Position Overview:

Responsible for Coca-Cola's Warehouse Sales small store business in the US Drug Value 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.

Education Requirements:
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.

Leadership/Growth Behaviors:

Leadership Behaviors:

  • 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 Behaviors:

  • 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.

Functional Skills:

Performance Management Deep understanding of the drivers of the business and levers to adjust if plans are off track. Within this functional skill one would want to consider the following forecasting, execution, gap solving, etc. Monitor plan and execution progress to resolve any plan variances and provide accurate communication to stakeholders.

Execution Excellence Develops and employs plans that ensure execution of critical initiatives

Category Management Utilization of beverage knowledge (trends, category constructs, etc.) to determine the most effective AMPS to accelerate revenue and profits across all stakeholders. Experience with syndicated data and insights.

Negotiation: Able to manage complex customer negotiations, serve as coach to the team or lead the negotiation

Travel - up to 50%

Job Requirements:

Years of Experience:

Leadership Behaviors:

  • 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 SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders to approximately 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 Behaviors:

  • 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 AND 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.

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.


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Director Warehouse Sales, Drug/Value - Atlanta, Charlotte, Chicago Or Boston

Expired Job

Coca-Cola