Director of Sales – Amazon & Whole Foods Market

Location(s):

United States of America

City/Cities:

Atlanta

Travel Required:

00% - 25%

Relocation Provided:

No

Job Posting End Date:

July 24, 2025

Shift:

Job Description Summary:

Position Overview:

We are seeking a strategic and results-oriented Director of Sales – Amazon & Whole Foods Market to manage and grow our business. This leadership role combines Sales ownership (Amazon), Revenue Growth Management strategy (Whole Foods Market & Natural channel), and Category Leadership (Whole Foods Market & Natural channel), utilizing cross-functional collaboration to drive profitable, sustainable growth.

In this role, you will act as the lead commercial strategist and customer champion, responsible for delivering strategic plans, executing best-in-class retail initiatives, and leveraging data-driven insights to strengthen customer partnerships and optimize performance.

Key Responsibilities:

Sales Leadership:

• Act as the primary customer lead for Amazon.com within the Nutrition Portfolio, ensuring top-line growth through joint business planning and enhanced retail execution.

• Build Coca-Cola’s relevance at Whole Foods Market, partnering internally to unlock growth opportunities.

• Cultivate strong customer relationships, driving innovation, assortment optimization, pricing strategies, and sell-in initiatives.

• Collaborate with brokers and field teams to ensure seamless in-store execution and foster category growth.

• Manage customer P&Ls and optimize trade expenditures to maximize ROI.

Cross-Functional Collaboration:

• Partner with Retail, Marketing, Revenue Growth Management (RGM), Finance, Customer Planning, Supply Chain, and Brand teams to align commercial strategies and execute key initiatives.

• Use customer-specific insights to influence innovation, pricing frameworks, and go-to-market plans.

• Advocate for Amazon and Whole Foods Market customers, acting as a liaison in multidisciplinary forums.

Category Leadership:

• Lead Category Management and Space Planning strategies across key accounts in the Natural Channel, working closely with broker partners and the SPINS analytics team.

• Develop planograms, shelving recommendations, and assortment strategies informed by syndicated data (e.g., NielsenIQ, SPINS) and shopper behavior insights.

• Collaborate with customer teams and retailers to position the company as a leader in category thought leadership.

• Identify growth opportunities and competitive risks through category reviews and analytics.

Revenue Growth Management (RGM):

• Drive channel-specific strategies for pricing, pack architecture, and promotion efficiency to support profitable growth.

• Conduct financial and promotional performance analyses to refine investment strategies and optimize trade allocation.

• Align with key stakeholders, including Bottling partners, on customer plans and channel initiatives.

• Provide guidance on margin improvement strategies and lead trade spend optimization within the Natural Channel.

Qualifications & Requirements:

• Bachelor’s degree in Business, Marketing, Finance, or related field. MBA preferred.

• 10+ years of experience in the Consumer Packaged Goods (CPG) industry across Sales, RGM, and/or Category Management roles. Prior experience with Amazon or the Natural Channel (Whole Foods, Sprouts, etc.) is a plus.

• Strong analytical and strategic thinking skills, with expertise in financial modeling, price/promotion optimization, and customer planning.

• Proficiency in using syndicated data tools (e.g., NielsenIQ, SPINS) and space-planning tools (e.g., JDA, Apollo).

• Outstanding communication, negotiation, and collaborative relationship-building skills.

• Proven ability to lead cross-functional teams and influence stakeholders of all levels.

• Passion for wellness, natural products, or mission-driven brands is a bonus.

What We Offer You:

Iconic & Innovative Brands

• Be a part of a portfolio that features over 250 products, including Coca-Cola, Simply, Fairlife, and Topo Chico.

Expansive & Diverse Customers

• Collaborate with a wide variety of customers and businesses, from grocery outlets and restaurants to entertainment venues like movie theaters and theme parks.

At Coca-Cola, we’re committed to building a bette