Sr. Manager Sales, Club/Drug/Value/Discount

Location(s):

United States of America

City/Cities:

Nashville

Travel Required:

Relocation Provided:

Job Posting End Date:

June 4, 2024

Shift:

Job Description Summary:

We have a passion for people and building relationships is at the heart of our business.  There is no better role than representing loved brands that people have grown up with. Our Account Executive sales roles work with our teams and clients to execute our brand strategies locally. We have powerful partnerships with our bottlers, which help us bring our brands to life in the markets we serve.  We’re seeking individuals who have a passion for our brands and building relationships across all levels of an organization.

What You’ll Do for Us

As the Senior Manager, National Sales, this role is pivotal in fostering and managing the business relationship with Club, Drug, Value and/or Discount customers across North American Operating Unit Led regions, working closely with the integrated account team and customer bottlers. The primary responsibilities include developing and implementing Annual Business Plans that align with Coca-Cola's business objectives, serving as a strategic expert for designated CDVD customers, and ensuring the flawless execution of programs within the bottling system. This position requires a deep understanding of strategic planning, business systems, and operational philosophies to drive cohesive strategies and achieve targeted growth within the Coca-Cola portfolio.

Function: Business Development and Customer Relationship Management

Key Responsibilities:

Strategic Planning: Collaborate with customers, bottlers, and internal stakeholders to create and refine an Annual Business Plan. This plan will detail strategic initiatives and approaches aimed at driving Coca-Cola's growth, ensuring it aligns with all parties' expectations and objectives.

Execution and Development: Oversee the implementation of the business plan and marketing strategies to achieve targeted volume, profit, and customer satisfaction. This includes ensuring that all activities are developed and executed in accordance with the commitments made to stakeholders during the acquisition phase or stewardship planning.

Customer Satisfaction and Relationship Management: Enhance customer satisfaction levels and maintain a mutually beneficial relationship. This involves effective communication with all key decision-makers and influencers within the customer's organization, ensuring a win/win outcome for all involved.

Communication and Strategy Implementation: Facilitate ongoing communication between the Coca-Cola bottler system and the customer's field network. This is crucial for the consistent application of the strategies outlined in the Annual Business Plan across all touchpoints.

Resource Alignment: Coordinate with internal resources to ensure the timely and budget-conscious implementation of marketing and operational initiatives as per the agreed plan.

Customer Insight: Serve as the primary point of contact and expert on the customer within the Coca-Cola system. This includes understanding the customer's objectives, strategies, positioning, and needs, and ensuring that Coca-Cola's programs are tailored to meet these requirements.

Operational Problem Solving: Address and resolve operational or exceptional issues that arise with customers or within the bottler network, ensuring minimal disruption to business activities.

Budget Management and Forecasting: Take responsibility for forecasting, budget management, and ensuring financial targets are met, maintaining a balance between achieving growth objectives and financial stewardship.

Qualifications & Requirements

Education Requirements:  

Bachelor's degree in business or related background required.  Masters Preferred.

Related Work Experience:    

• Valuable experience in beverage or consumer packaged goods.

• Proficient in developing pricing and packaging strategies for clients.

• 7-10 years of advanced account management experience in a major consumer goods company.

• Expertise in complex sales, including designing and implementing tailored promotional programs and initiatives.

• In-depth knowledge of the Coca-Cola bottling network, supply chain, IT infrastructure, and strategic business planning.

• Comprehensive understanding of program operations and execution.

• Familiarity with trade fund management and business analytics.

• Broad general management skills.

• Broad understanding of Digital capabilities.

• Sustainability mindset.

• Demonstrated ability to address and balance the needs of vari