Director, National Sales

About the role

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 Coca-Cola System and the partner’s enterprise.

Responsibilities

• 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.

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.