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Director, National Sales
Job Description Summary:
At The CocaCola Company, we refresh the world and make a difference by building loved brands and trusted partnerships that drive sustainable growth. The Director, National Sales plays a critical role in leading a Region for one of our most strategic global relationships, serving as a catalyst for joint value creation across the CocaCola System and the partner's enterprise. This role requires a blend of commercial leadership, customer engagement, and operational excellence to deliver national execution and long-term growth for both brands.
In this position, you will develop and execute a national business plan that aligns Customer's strategic priorities with CocaCola's portfolio and innovation agenda. You will leverage insights, analytics, and supply chain collaboration to ensure best-in-class service and profitability while driving forward initiatives that enable mutual success. You will ensure strategies are operationalized and visible in the market. This role will act as a connector across internal teams, bottling partners, and customer stakeholders. You will lead with influence, amplify innovation, and execute in store merchandising to unlock opportunities that deliver measurable results at scale.
What You'll Do for Us
- Serve as the Region lead between the national team, bottler partners, and franchisees for the execution of commercial, marketing, and operational initiatives.
- Build trusted Region, franchisee, and bottler partnerships while developing solutions that drive value, profitability, and volume growth.
- Collaborate on the national business planning process with Customer's by aligning on joint objectives, growth strategies, and performance metrics to achieve annual revenue, share, and profit targets.
- Participate in contract negotiations with senior customer stakeholders, consultants, and internal partners to structure agreements that reinforce strategic partnerships and growth commitments.
- Utilize industry knowledge, consumer insights, and local market trends to recommend category programs that enhance Customer's beverage offerings and customer experience.
- Partner cross-functionally to translate brand strategies into dynamic, business-building customer solutions.
- Anticipate competitive threats by monitoring channel and industry trends, ensuring proactive adjustments to protect and grow share.
- Steward performance routines with bottler partners to ensure alignment, visibility of progress, and identification of improvement opportunities.
Requirements & Qualifications
- Bachelor's degree in Business, Marketing, or related discipline required; advanced degree preferred.
- 5+ years of sales leadership experience managing national or multi-tier accounts in foodservice, CPG, or beverage industries.
- Demonstrated success in strategic business planning, contract negotiation, and execution of joint growth initiatives with large customers.
- Proven ability to influence and collaborate across organizational boundaries, fostering alignment at multiple levels within customer and internal systems.
- Skilled in using analytics plus data insights to shape stories and strategies to identify opportunities, and deliver measurable results.
- Outstanding interpersonal, presentation, and communication skills with the ability to engage with senior executives confidently and persuasively.
- Results-oriented mindset with agility to navigate dynamic market environments while maintaining focus on long-term objectives.
What We'll Do for You
- Provide the opportunity to lead a high-profile customer relationship with national visibility across CocaCola's FSOP network.
- Enable access to advanced commercial tools, analytics, and customer engagement platforms to support growth initiatives.
- Offer collaboration with cross-functional experts to deepen knowledge in strategic planning, innovation, and supply chain optimization.
- Support career progression within senior-level sales leadership roles across CocaCola's North America Operating Unit.
Location
Atlanta, GA; Philadelphia, PA; or Charlotte, NC | Travel up to 50%.
The Coca-Cola Company will not offer sponsorship for employment status (including, but not limited to, H1-B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require The Coca-Cola Company's sponsorship to continue to work legally in the United States.Skills:
Account Management, Business Development, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Decision Making, Leadership, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales, Sales Management, Sales ProcessPay Range:
United States: 141,000 - 165,200 USDBase 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:
30Annual 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.
Location(s):
United States of AmericaCity/Cities:
AtlantaTravel Required:
26% - 50%Relocation Provided:
NoJob Posting End Date:
October 2, 2026Our 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 and make a difference. We act with a growth mindset, take an expansive approach to what's possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors - curious, empowered, inclusive and agile - and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Visionto learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.
