Senior Director, Customer Leadership - Foodservice

Location(s):

United States of America

City/Cities:

Irvine

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

March 27, 2025

Shift:

Job Description Summary:

The Senior Director of Sales is a complex leadership role that is responsible for leading a team of 5 to 7 account professionals across multiple regions in the Western half of the US. This leader is responsible for the overall strategic relationships with key customers, creating value and fulfilling our customer promise through a range of solutions anchored in the Coca-Cola value bundle.

This role will work with other important cross functional teams and leaders to align on strategy and ensure successful implementation of business driving initiatives through a collaborative business approach. The Senior Director of Sales will have experience demonstrating a high level of sophistication and industry knowledge - requiring an advanced, hybrid sales/marketing/finance approach with strong customer management, analytical, problem solving, influencing, and negotiation experience.

Function Specific Activities:

• Inspire and coach account teams through Collaborative Business Planning, The Coca-Cola Value Bundle, Storytelling and Presenting with the intent to build long term partnerships.
• Oversees development of customer plans for regional chains, builds enduring relationships with senior management of regional chain accounts and provides strategic direction and leadership to a highly motivated sales team.
• Coaches, mentors, and develops the sales team to support their professional development and to ensure that the organization's need for future leaders is consistently met.
• Recruits, hires, and trains emerging sales talent. This role has 5 to 7 direct reports.
• Indirectly leads a team of cross-functionals who directly support the market. (Marketing, Operations and Finance)
• Provides strategic direction and framework for the market coordinating with the bottler partners and North America Operating Unit senior leadership.
• Provides overall Coca-Cola system leadership in the designated market to include liaison work with various other professional organizations that touch the food service industry.
• Ensures comprehensive call coverage within the customers' organizational structure.  Leads and stewards top to top calls with designated customers.

QUALIFICATIONS AND REQUIREMENTS

• Minimum Education Requirement, Bachelor's Degree. MBA preferred.
• 5+ years in consumer goods industry.
• 5+ years in sales/marketing or major account management.
• 3+ years managing professional sales people.

• A demonstrated ability to coach, mentor and lead others is a must.

Travel: 25%-30%

Location: Southern California or Denver, CO

Leadership Behaviors:

Be the Role Model: live the growth behaviors and act with a growth mindset, build an environment of trust and safety, and seek the right outcome, not the comfortable one

Set the Agenda: dream big and establish a compelling vision, bring the outside in by shamelessly borrowing and reapplying, and disagree then commit

Help People Be Their Best Selves: build and develop talent, serve as a coach and a connector, and make your passion irresistible

Skills:
Leadership; Managing Sales Teams; Business Planning; Influencing; Contract Negotiations; People Management; Budgeting; Strategic Selling; organization; Analytical Thinking; Profit and Loss (P&L) Management; Customer Negotiations; Sales

Skills:

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

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.

Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world