Senior Director of National Sales

Travel Requirements: Approximately 20 to 30%.

Location: San Diego to Orange County with understanding the requirement to be in the customer’s office 2-3 days per week.

The Director of National Sales position is responsible for our Headquarters call point with foodservice customers based in San Diego, CA and will play an important leadership role in driving innovation, as well as charting their strategic direction. This role will create value for our foodservice customers, fulfilling our customer promise through a range of solutions anchored in Coca-Cola’s value bundle. The ideal candidate is a self-motivated leader who has broad cross functional experience across sales and marketing and can manage a high degree of complexity.

The Director of National Sales (DNS) will have full leadership accountability for the management, delivery, and growth of a comprehensive category portfolio across both dispensed and bottled beverage platforms. Working in tandem with an experienced marketing team, this leader will find new opportunities to deliver growth for their customer by creating targeted, breakthrough initiatives that complement the customer’s own brand identity and voice. The DNS will be committed to integrating themselves with their customers by building relationships based on trust and value delivered at all levels within our customers’ organization. This position is expected to work 2-3 days per week from the customers headquarters in San Diego, CA coupled with other key members of the account team (Marketing and Sales).

What You’ll Do For Us

• Provide strategic thinking and leadership to craft a multi-year business strategy which supports our customer’s growth and business objectives. Oversee short-term and long-term Beverage Strategy Development.
• Activate The Coca-Cola Company System to develop and implement business solutions that meets our customer’s needs and drives beverage category profit and volume, contributing to overall sales growth for the customers' entire business. Creatively bringing customer solutions to life, pioneering end to end innovation.
• Provide leadership, direction, and coaching to achieve work objectives and improve performance and skills across a cross functional team of sales, marketing and operations. Develop and manage a joint scorecard to ensure team is meeting expectations and delivering sustained results.
• Practice continuous improvement and agile management strategies.
• Build strategic relationships with C-Suite executives and key stakeholders as relevant to the needs of the total portfolio. Experience in cultivating and navigating complex customer relationships (broad and deep)
• Identify the appropriate tools and resources to support the strategic, operating, and personal needs of the partner’s business; align support with internal stakeholders including brand, innovation, and strategy teams
• Identify the need for additional customer research (consumer, customer, or channel) as appropriate.
• Enable work efforts of the team to ensure integration and completion of work against expectations (includes eliminating barriers, identifying capability building opportunities, best practice sharing, etc.).
• Ideal candidate would be a fearless and effective networker inside and outside of the Coca-Cola system of resources.
• Strong communication and collaboration skills.
  
  

Qualification & Requirements

Education - Master’s Degree in marketing/business preferred or equivalent work experience

Experience - 10 years’ experience in a consumer-packaged goods company, preferably in both customer leadership, sales and/or marketing roles, additional Foodservice Channel experience preferred.

CPG, Brand, Agency, Foodservice, Coca-Cola System, direct customer experience and people leadership are all relevant

Technical Skills Required

• Customer Focus: Making customers (external and internal) and their needs a primary focus of one's actions; developing and sustaining productive customer relationships; creating and executing plans and solutions in collaboration with the customer.
• Strong Visioning, Strategic Thinking and Problem-Solving skills.
• The ability to understand opportunities in a big-picture context, set priorities, and create a well-considered roadmap to reach the desired destination (e.g., innovative solutions, growing transactions, driving incidence, etc.) striving to become our customers’ best business partner.
• Strategic & Specialized Marketing as determined by the customer/partner: i.e., Knowledge of and ability to apply traditional and digital media marketing, menu mix, international market activation, innovation, R&D
• Trend Analysis: Knowledge of and ability to gather, interpret and apply multiple consumer/industry insights and trends used in the development of marketing strategies and programs.
  
  

What We Can Do For You

• Iconic & Innovative Brands: Our portfolio represents over 250 products with some of the most popular brands in the world, including Coca-Cola, Simply, Fairlife & Topo Chico.
• Expansive & Diverse Customers: We work with a diversified group of customers which range from retail & grocery outlets, theme parks, movie theatres, restaurants, and many more each day.
  
  

Skills

Leadership; Sales Process; Business Planning; Relationship Building; Account Management; Customer Relationship Management (CRM); Sales Management; Marketing; Analytical Thinking; Pitch Presentations; Waterfall Model; Consultative Sales Management; Contracts; Sales Forecasting; Communication; Long Term Planning; Decision Making; Business Development; Negotiation; Solutions Selling

Pay Range:$169,000 - $196,000

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:30

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.