The Coca-Cola Company

Director, National Sales – Military

The Coca-Cola Company

full-time

Posted on:

Location Type: Hybrid

Location: Atlanta • Virginia • United States

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Salary

💰 $141,000 - $165,200 per year

Job Level

Lead

About the role

  • Manage and lead collaborative business planning initiatives, focusing on developing and executing key partnership initiatives, category programs, and driving brand sales within the military channel.
  • Contact and meet with customers to assess strategic goals, address problem areas, and identify opportunities for product growth.
  • Develop comprehensive Account Business Plans, outlining goals, key initiatives, major actions, critical support needs, and new product recommendations.
  • Build and foster strong relationships with key decision-makers—both internal and external.
  • Collaborate with local bottling partners and distributor portfolios to build sales capabilities and drive impactful stewardship discussions.
  • Develop direct supply chain strategies and activate initiatives that effectively enhance efficiencies across Coca-Cola North America Product Supply and food service distributors.
  • Stay updated on competitive activities within responsible geographies and provide timely communication regarding industry trends and competitor strategies.
  • Work collaboratively with cross-functional teams to ensure Coca-Cola North America delivers holistic solutions that generate mutual benefits and measurable results.
  • Oversee and lead stewardship routines with distributors, measuring their activities against mutually agreed-upon plans.
  • Activate Coca-Cola North America’s category innovations (including Freestyle, Tea, Refresh Server, Juice, and VEB brands) at both national and local levels, utilizing Foodservice distributor networks effectively.
  • Act as a catalyst for change, removing obstacles and addressing ongoing service issues to ensure superior customer service across all distributor relationships.

Requirements

  • Bachelor’s degree or equivalent professional experience.
  • A minimum of 5+ years of national sales experience within the beverage or CPG (Consumer Packaged Goods) industries.
  • Demonstrated ability to lead, manage, prioritize, and execute complex projects effectively.
  • Strong relationship management skills with a proven ability to develop and maintain partnerships with suppliers, contractors, and bottlers.
  • Deep knowledge of third-party supplier culture and core competencies, specifically those related to food service distributor suppliers.
  • Experience in supply chain operations, including direct involvement in transportation planning and management of distribution channels (DPU, Intermodal, and Over-the-Road carrier networks).
  • Proficiency in recommending win-win solutions through a collaborative and innovative approach.
Benefits
  • A full range of medical, financial, and/or other benefits, dependent on the position, is offered.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
business planningaccount business planssupply chain strategiestransportation planningdistribution managementproject managementcategory innovationssales capabilitiesfood service distributioncompetitive analysis
Soft Skills
relationship managementcollaborationleadershipproblem-solvingcommunicationstrategic thinkingprioritizationinnovationcustomer servicechange management
Certifications
Bachelor's degree