Director, National Sales - Food Discounters Channel

At The Coca-Cola Company, we craft loved brands and deliver them sustainably for a better shared future. Our success is shaped by innovation, bold strategies, and strong customer partnerships that anticipate evolving consumer needs. As Director of National Sales for the Food Discounters Channel within our North America Operating Unit (NAOU), you will lead growth initiatives across a unique and fast-changing retail landscape, driving solutions that connect our portfolio to millions of consumers both in-store and online. This role demands strategic vision and operational execution, leveraging data-driven insights and end-to-end collaboration to build joint business plans that set new standards for category performance. By transforming shopper analytics and e-commerce trends into actionable plans, you will unlock incremental opportunities and bring our iconic brands to life across omnichannel environments.

Responsibilities

• Lead the development and delivery of multi-year Joint Business Plans with Food Discounter accounts, incorporating best-in-class practices across assortment, packaging, pricing, merchandising, and digital shopper marketing.
• Drive omnichannel strategies that integrate physical and digital retail environments to accelerate portfolio visibility, consumer reach, and category growth.
• Serve as the primary partner to buyers and customer decision-makers, ensuring plans align with operational priorities and future trend insights.
• Collaborate closely with cross-functional Coca-Cola teams—including Commercial, Brand, Finance, Supply Chain, and ARTM—alongside bottling system partners to enable joint execution across all routes to market.
• Translate consumer, shopper, and e-commerce insights into innovative growth platforms that maximize in-store and online performance.
• Oversee planning and execution of promotional activity, leveraging retailer data and big-picture analytics to optimize impact and ROI.
• Enhance supply chain efficiency and service standards through coordinated initiatives, unlocking faster and more profitable growth for Coca-Cola and customers.
• Influence strategic initiatives by championing new tools, data capabilities, and modern solutions across customer and internal operational workflows.
• Establish governance routines to track financial and operational performance against targets, identifying areas for acceleration and risk mitigation.
• Cultivate a collaborative, inclusive environment that lifts capability across broker and bottler partnerships, supporting sustainable growth outcomes for the channel.

Requirements

• Bachelor’s degree required; advanced degree preferred.
• Minimum of 7+ years’ experience in sales, account leadership, or business development within consumer goods or beverage industries.
• Proven ability to partner with national retailers and drive growth strategies across multiple touchpoints, including digital commerce.
• Strong analytical thinking and proficiency in interpreting syndicated data, retailer analytics, and shopper insights to inform decisions.
• Leadership experience in influencing cross-functional teams and external stakeholders, with demonstrated capability in negotiation and strategic problem solving.
• Knowledge of supply chain processes and willingness to execute solutions that enhance operational efficiency in dynamic retail environments.
• Digital and technology fluency, with an openness to AI-powered forecasting and data management tools.
• Willingness to travel approximately 25% to engage with customers, bottlers, and internal teams.
• Resilient, adaptive mindset with a capacity for managing complexity across fast-paced retail channels.

Benefits

• Provide an influential scope that allows you to shape retail strategies and customer engagement for one of Coca-Cola’s most dynamic sales channels.
• Equip you with powerful digital tools, actionable insights, and collaborative networks for driving category innovation and long-term growth.
• Offer career development opportunities that expand leadership impact while deepening future-forward capabilities in retail strategy.
• Enable direct contribution to evolving omnichannel experiences and building customer strategies that transform the market.

Pay

Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. The pay range for this role is 141,000 USD - 165,200 USD per year. Annual Incentive Reference Value Percentage: 30% (market-based competitive value for your role, indicating performance at target). A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

Schedule

• Travel required: 0% - 25%
• Relocation provided: Yes

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.