Senior Director, Customer Sales (Boston, MA)
The Coca-Cola CompanyAbout the role
Job Description Summary:
**This role requires residence in the Boston area**
At The Coca-Cola Company, we exist to refresh the world and make a difference through loved brands, delivered sustainably for a better shared future. Working here means more than joining the global beverage leader—it’s an opportunity to be part of a purpose-driven organization shaping the future of hydration. Our North America Operating Unit (NAOU) Advanced Hydration division operates in a fast-paced, entrepreneurial environment where collaboration, agility, and innovation drive success. With a dynamic portfolio including BODYARMOR, Powerade, vitaminwater, and smartwater, we are redefining hydration through consumer-centric experiences and category-leading partnerships.
The Senior Director, Customer Sales – Grocery Central plays a pivotal role in unlocking growth for a key strategic customer group. This position focuses on delivering revenue, volume, and share growth through insight-led partnerships and superior execution. The ideal candidate is skilled in leading multifunctional teams, negotiations, and annual planning, while applying strong analytical capabilities and digital fluency to anticipate trends and enable fact-based decisions. This role requires residence in the Boston area, with flexibility to travel across customer and bottler networks. By shaping collaborative strategies and driving critical outcomes, you will accelerate The Coca-Cola Company’s ambition to refresh consumers and win in a competitive marketplace.
What You’ll Do for Us
- Strengthen alignment across system teams, including BODYARMOR and bottler partners, fostering trust and joint accountability for customer outcomes.
- Lead development and execution of annual business plans for assigned customers, ensuring alignment to short-term and long-term business objectives.
- Directly manage a strategic Kroger relationship and guide a high-performing team managing Ahold Delhaize and Albertsons.
- Negotiate annual agreements with precision, optimizing terms that enable mutual growth and reinforce enterprise priorities.
- Drive delivery of topline business metrics, including revenue, volume, share, and financial stewardship of trade and travel budgets.
- Champion data-driven storytelling by leveraging syndicated data platforms and emerging AI tools to create persuasive selling narratives.
- Partner cross-functionally on customer selling stories, innovation plans, and merchandising execution strategies to achieve distribution and shelving goals.
- Monitor performance dashboards, identify gaps, and enable improvement actions to keep programs on track.
- Shape customer routines and collaboration forums, bringing insights to key decision-makers and facilitating flawless execution.
- Mentor and coach direct reports and support staff, building future-ready capabilities that integrate analytics, digital fluency, and consumer insights.
Requirements & Qualifications
- 8-10 years of experience managing national accounts within consumer packaged goods; beverage industry experience strongly preferred.
- Bachelor’s degree or equivalent experience required.
- Must be based in Boston, MA area with flexibility for frequent travel.
- Demonstrated success in annual planning and complex negotiations with major retail customers.
- Expertise using Nielsen/IRI syndicated data and advanced insights to shape recommendations.
- AI fluency and ability to translate digital tools into actionable insights for customer growth strategies.
- Strong financial acumen with proven ability to manage trade investment and departmental budgets responsibly.
- Proficiency in Microsoft Office suite and data visualization tools; comfort navigating CRM platforms.
- Ability to travel up to 50% across customer and bottler network; valid driver’s license required.
- Motor Vehicle Record must meet company standards under Driving Policy.
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