Senior Manager, National Sales - Specialty Retail

About the role

At The Coca-Cola Company, our vision is to create loved brands, done sustainably, for a better shared future. We are committed to delivering cutting-edge excellence in ingredients, innovation, design, and marketing. As a Senior Manager in National Sales for On-Site and Specialty Retail, you will play a pivotal role in driving our beverage strategy, managing customer relationships, and delivering impactful results.

Responsibilities

• Lead collaborative business planning efforts to develop and execute annual business plans, key partnership initiatives, and category programs.
• Accurately forecast sales volume, revenue, and expenses to align with strategic goals.
• Lead complex negotiations, influence decision-making, and create customer value through compelling fact-based selling, strong stewardship, and clear business cases.
• Conduct regular business reviews with customers to identify needs, address challenges, and uncover opportunities.
• Build and maintain strong relationships with key members of the customer’s organization, ensuring alignment with their goals and stewarding operational success.
• Continuously evaluate account business plans, tracking progress against goals, assessing the impact of initiatives, and identifying opportunities for new product recommendations.
• Develop and nurture relationships with key decision-makers, including internal teams, bottling partners, senior-level buyers, outlet managers, and distributors. Foster collaboration to enhance sales capabilities and drive stewardship discussions.
• Design and activate direct supply chain strategies to improve efficiencies across Coca-Cola North America Product Supply and Foodservice distributor operations.
• Monitor competitive activities within assigned geographies and communicate relevant insights promptly to inform strategic decisions.
• Partner with cross-functional teams to leverage the full depth and breadth of Coca-Cola’s resources, ensuring mutual benefits and impactful results.
• Share strategic insights and anticipate future needs, recommending innovative business-building ideas to drive growth.
• Gather and analyze customer-specific data (e.g., annual reports, store sales, layout, traffic patterns) to understand current business economics and identify opportunities for improvement.

Qualifications & Requirements

• Education: Bachelor’s degree or equivalent work experience required.
• Experience: Minimum of 3+ years of successful sales account management experience.
• Relationship Building: Proven ability to build and maintain strong customer relationships, identifying and addressing customer needs effectively.
• Sales Expertise: Demonstrated success in sales negotiation, closing techniques, and securing sales across various offerings and purchasing tiers.
• Analytical Ability: Analyze customer feedback and technical data to identify opportunities and develop tailored solutions.
• Leadership: Proven ability to manage multiple priorities independently and cultivate sales leads and accounts.
• Communication: Strong communication and technical presentation skills.

What We Can Do For You

• Iconic & Innovative Brands: Be part of a portfolio that includes over 250 products, featuring some of the world’s most beloved brands like Coca-Cola, Simply, Fairlife, and Topo Chico.
• Expansive & Diverse Customers: Work with a wide range of customers, including retail and grocery outlets, theme parks, movie theaters, restaurants, and more.
• Growth Opportunities: Join a company that values innovation, sustainability, and professional development, offering opportunities to grow and make a meaningful impact.

Pay Range

United States of America: 119,000 USD – 145,800 USD
Base 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.

Location(s)

United States of America

City/Cities

Atlanta

Travel Required

26% – 50%

Relocation Provided

No

Job Posting End Date

July 14, 2026

Our 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 Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.

Equal Opportunity Employer

The Coca-Cola Company is an Equal Employment Opportunity/Affirmative Action employer. If you are an individual with a disability and need a reasonable accommodation to assist with your job search or application for employment, please click here. You can also view our employment policies or if you have a question on fraudulent recruitment activity.