Senior Director, Sales - Costco DSD

Our vision is loved brands, done sustainably, for a better shared future. We are looking for people that have a passion for building relationships and will be proud to be a representative of our brands, are results driven and have national sales experience. Our Sr. Director, National Sales role collaborates with our teams and customers to execute our brand strategies nationally as well as locally. We are seeking an experienced and results-driven professional to develop, lead and execute sales strategies. This role will drive growth, profitability, and market share within the Club channel, leveraging strategic partnerships and data-driven insights to maximize performance. The ideal candidate should have a deep understanding of the retail landscape, beverage industry, shopper, and customer dynamics.

What You’ll Do For Us

• Manages and leads multi-year collaborative business planning with the strategic goals to develop and execute key partnership initiatives, category programs and drive sales.
• Develop and execute customer-specific JBP (Joint Business Plan) aligning with overall company objectives and volume/revenue/gross profit growth targets.
• Seek to understand key retailer strategies and build consumer centric plans that support those goals to deliver sustained, mutual growth
• Specific responsibilities for selling the Coca-Cola SSD DSD portfolio (Coke, Sprite, Diet Coke and Coca-Cola Zero Sugar) and multiple additional loved brands
• Build and maintain senior-level relationships with key customer stakeholders (e.g., Merchandising, Supply Chain, and Operations).
• Contacts/visits customer to identify new business opportunities and optimize existing partnerships to drive incremental volume, share, and profitability.
• Collaborates and fosters relationships with our SSD commercial leadership to build sales capability and facilitate stewardship discussions to deliver KPI’s.
• Consistent analysis of market conditions and competitive activities to support targeted action to drive business performance.
• Collaborate and lead cross-functional teams to ensure that Coca-Cola North America delivers and executes customer-specific plans that leverage the full depth and breadth of our resources.
• Leads the stewardship routines with the customer while maintaining alignment against mutually agreed upon plans built to deliver win-win results.
• Leverage syndicated data (e.g., Nielsen, Circana) and retailer-specific insights to track execution performance, identify gaps, and recommend improvement actions.
• Provide mentorship and guidance to other sales team members, fostering a high-performing team culture.
• Collaborate with bottling partners to build sales capability, facilitate stewardship discussions, and enhance market penetration across all regions.
• Provide overall Coca-Cola system leadership and international perspective on the customer teams
  
  

Qualifications & Requirements

• Bachelor’s degree or equivalent work experience is required.
• 7 years of national sales experience within the beverage or CPG industries.
• The ability to lead, prioritize, collaborate, and execute complex projects.
• Ability to develop and execute strategic multi-year sales plans that drive measurable results.
• Excellent written, verbal, and critical thinking skills; must be able to present data in an organized manner to tell and effective story.
• Able to demonstrate experience in sales, persuasion, high level negotiation for a large channel leading customer.
• Manage needs and concerns of multiple stakeholders across various business systems both internal and external.
• Must be able to build strong relationships with key decision-makers within the customer and bottling system.
• Possess the ability to be a situational leader with the business acumen to find win-win business solutions in a fast-paced operating environment.
  
  

Travel: 15-25%

Location: Atlanta, Seattle, Minneapolis, Remote

Skills

Leadership; Sales Process; Business Planning; Relationship Building; Account Management; Customer Relationship Management (CRM); Sales Management; Marketing; Analytical Thinking; Pitch Presentations; 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.