Director, Customer Sales

🕒 6 days ago

🌲 North Carolina – Remote

🌲 North Carolina – Remote

💵 $145k - $168k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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The Coca-Cola Company

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1886

👥 B2C

B2C • Beverage • Sustainability

The Coca-Cola Company is a global beverage corporation with a rich history of over 136 years in refreshing the world. Known for its flagship product, Coca-Cola, the company has developed a diverse portfolio of over 200 brands, including sparkling beverages, hydration options, coffee and tea, juices and dairy, and alcohol-ready-to-drink beverages. Committed to sustainability, The Coca-Cola Company actively engages in initiatives like water stewardship, sustainable agriculture, and reducing sugar in its products. Operating in more than 200 countries, the company strives to make a positive social impact through diversity, equity, and inclusion efforts and partnerships. The Coca-Cola Foundation supports various community initiatives worldwide. The company offers numerous career opportunities globally, emphasizing an inclusive and accessible workplace.

📋 Description

• Serve as the primary commercial lead for Circle K, accountable for delivering revenue, volume, share, and profit growth. • Lead the end-to-end selling process, including development, presentation, and sell-in of Joint Business Plans, innovation, pricing strategies, and promotional programs. • Build and deliver compelling, insight-driven selling stories that influence customer decisions and unlock incremental growth. • Own and lead customer negotiations, ensuring optimal outcomes across pricing, promotion, and long-term agreements. • Identify and aggressively pursue white space opportunities to expand Coca-Cola’s presence within Circle K. • Develop and implement Annual Business Plans with customer, bottler, and cross-functional input to drive Coca-Cola portfolio growth. • Ensure plans are executed to deliver volume, profit, and customer satisfaction commitments. • Translate strategic priorities into customer-facing selling programs that deliver measurable results. • Lead ongoing business reviews, proactively identifying gaps and advancing new selling opportunities. • Act as a system-wide customer expert, ensuring alignment to Circle K strategies across Coca-Cola and bottler organizations. • Lead the sell-in and system activation of customer programs, ensuring consistent execution in market. • Influence and align stakeholders to support customer growth priorities and commercial plans. • Drive system alignment through governance routines including CRC and Bottler CCTs. • Orchestrate system resources (people, funding, tools) to maximize selling effectiveness and execution excellence. • Ensure flawless execution of all sold-in programs, including promotions, innovation launches, and pricing strategies. • Partner with bottlers and field teams to ensure clear communication of selling priorities, timelines, and execution expectations. • Monitor performance against KPIs and rapidly address executional or operational gaps. • Drive alignment across assortment, shelving, planograms, and merchandising strategies. • Partner with Marketing, RGM, Finance, Supply Chain, Digital, and Category Leadership to develop winning commercial strategies. • Incorporate customer insights into innovation, marketing, and digital roadmaps. • Serve as the voice of Circle K internally, ensuring alignment to customer priorities. • Own forecasting, budgeting, and trade investment planning for the account. • Optimize trade and resources to maximize ROI and selling effectiveness. • Deliver consistent tracking and reporting against business plan and financial targets. • Lead and influence a cross-functional, cross-system team to deliver commercial and executional excellence. • Navigate and lead effectively across a complex, multi-stakeholder environment. • Foster a culture of accountability, ownership, and winning through selling.

🎯 Requirements

• Bachelor’s degree required (Business, Marketing, Finance, or related field) • 7–10+ years of progressive CPG sales experience with strong selling and commercial leadership focus • Proven track record of successfully selling and executing Joint Business Plans (JBP) with large customers • Demonstrated success in CFV, CBP, negotiations, and delivering revenue and volume growth • Strong understanding of the Coca-Cola system, bottler network, and governance routines • Experience in complex selling environments, including customer-specific promotions • Strong knowledge of price package plans, trade investment, and commercial analytics • Solid understanding of DSD and warehouse execution models • Ability to influence and align across cross-functional and cross-system stakeholders • Convenience Retail experience preferred; Circle K experience a strong plus • Beverage or Consumer Packaged Goods experience preferred • Strong analytical skills using Nielsen/IRI or equivalent data • Excellent communication, presentation, and selling skills • Ability to manage multiple priorities in a fast-paced environment • Travel required: 40–50% • Must be authorized to work in the United States without sponsorship

🏖️ Benefits

• A full range of medical, financial, and/or other benefits, dependent on the position, is offered