Sr. Director, Customer Sales, Large Format

At The Coca-Cola Company, we exist to refresh the world and make a difference through loved brands, done sustainably for a better shared future. Working here is more than working for the global beverage leader; it’s an opportunity to be a part of something that can positively impact the world.   Our North America Operating Unit (NAOU) Advanced Hydration division is a dynamic, fast‑paced business unit at The Coca‑Cola Company where teams come together to lead what’s next in hydration. With a portfolio that includes BODYARMOR Sports Drink, Powerade, vitaminwater, and smartwater, the group is driven by an entrepreneurial spirit, strong collaboration, and shared ambition. This is a place for people who think differently, move with agility, challenge the status quo, and thrive in an ever‑changing category. Joining the team means helping shape the future of hydration alongside passionate, collaborative teams committed to winning.

The Sr. Director Customer Sales, Large Format will lead a cross functional team to deliver business results across assigned territory. As a key leader within the Advanced Hydration division, this individual will be required to lead annual planning processes and negotiate annual agreements to ensure alignment and execution to achieve aggressive business targets, while driving results through a team. This individual will provide subject matter expertise to resolve complex customer issues and deliver annual goals. This individual will directly manage the Kroger customer with direct leadership accountability for a team overseeing Meijer, Hy-vee, Target, Spartan Nash Military.

RESPONSIBILITIES: 

Customer Development  

• Strategic leader responsible for the oversight of the channel ensuring customer alignment and managing overall strategy for division.

• Lead a team of direct reports to lead Kroger, Meijer, Hy-vee, Target, Spartan Nash Military channel customers

• Drive processes and execution of annual plans across assigned customers and bottlers. Delivery of key business and financial metrics including topline results (Revenue, volume, Share) and key financial metrics (trade spend and T&E budgets) will be required. 

• Partner with Sr. Management and cross functional team members to build Annual Plans to achieve both short-term and long-term business objectives.  

• Lead annual negotiations ensuring an optimized partnership agreement is in place that supports overall organizational priorities. 

• Collaborative leader of a cross functional team responsible for the development and implementation of overall customer selling stories, while providing key insights to deliver all key execution metrics (Assortment, Shelving, Pricing, Merchandising and Innovation).  

• Oversee the on-going account updates and performance reporting against key metrics and problem solves plan gaps and brings forward recommendations to deliver on required business objectives. 

• Oversee & complete administrative duties required by the customer (contracts, new item forms, etc.) 

• Strong data & insights knowledge and skills to assist in storytelling type selling  

System Leadership 

• Participate in all system routines as needed (CCLT, Customer core Teams) to provide customer updates including annual plan targets and elements and on-going customer performance updates and action plans to deliver annual plans.  

• Work closely with Coca-Cola sales teams to maximize mutual goals, results, and execution  

• Build and leverage relationships with both BASN teams and Bottlers to ensure alignment and focus on delivering key customer objectives.  

Cross Functional Communication and Collaboration 

• Provides on-going updates on customer plan results and opportunities to BodyArmor management.  

• Participate in key cross functional routines to provide on-going plan updates and ensure flawless execution of customer programs and initiatives. 

• Provide customer input to annual plans including all Marketing, Commercial and Innovation plans.  

Organizational Development 

• Fully leverage all cross functional resources to deliver best in class capabilities to customers including selling stories, consumer and customer marketing and insights and revenue growth management plans.  

• Coach and mentor team, direct reports & support staff, providing subject matter expertise on customer needs ensuring the team is supported and the required resources are in place to support overall business priorities. 

• Manage to annual T&E budget for department ensuring alignment with internal financial objectives. 

REQUIREMENTS: 

• Bachelors Degree or relevant experience required 

• 8 years experience managing National Accounts required

• Located in: Cincinnati, OH, Minneapolis MN, or Atlanta GA areas required

• DSD beverage background preferred

• Solid computer skills in Outlook, Power Point, Excel, and Word.  Strong understanding and analytical skills in understanding of Nielsen/IRI syndicated data.   

• 50% travel required including both local and 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 per Driving Policy