Director National Sales, Convenience Retail

Job Description Summary:

At The Coca‑Cola Company, we are driven by innovation, partnerships, and the power of our iconic brands. Our goal is simple yet ambitious — to refresh consumers wherever and whenever they choose. The Director, Dispensed Sales leads the dispensed beverage business for the largest convenience retailer in the United States, convenience retail, shaping one of the most strategic consumer platforms within the North America Operating Unit.

This role manages the entire dispensed beverage portfolio across thousands of outlets, driving growth for Coca‑Cola brands and beloved programs such as Fountain and Frozen Beverages. It represents a blend of commercial leadership, customer partnership, and cross‑functional collaboration that directly impacts how consumers experience our brands at retail.

The ideal candidate combines strategic thinking, financial expertise, and relationship excellence to build and execute high‑impact business plans. As part of the Coca‑Cola North America Commercial Leadership function, this individual sits at the intersection of sales, marketing, operations, and foodservice distribution—translating insight into execution and partnership into mutual growth.

What You’ll Do for Us

• Lead Dispensed Business Strategy: Develop and execute the overall strategy for Coca‑Cola’s dispensed beverage portfolio with convenience retail and its franchise network, driving incremental volume, revenue, profitability, and category share growth.
• Own Joint Business Planning: Lead the annual planning process for dispensed beverages, setting priorities, initiatives, and activation calendars in alignment with customer and franchise business goals.
• Negotiate and Manage Contracts: Lead new contract discussions and renewals, aligning all stakeholders on performance standards, financial commitments, and execution requirements.
• Drive Commercial Performance: Manage budgets and customer investments to ensure strong ROI, disciplined stewardship, and profitable growth.
• Strengthen Partnerships: Build trusted relationships with senior convenience retail decision‑makers, franchisees, distributors, and Coca‑Cola internal stakeholders to achieve aligned outcomes.
• Activate Innovation: Lead exclusive product and equipment innovation projects—from concept development to in‑outlet execution—enhancing the consumer experience and brand visibility.
• Manage Operations and Supply Chain Alignment: Partner with North America Product Supply and Foodservice distributor teams to optimize service, delivery, and operational efficiency.
• Monitor Competitive and Market Insights: Analyze market trends and consumer behaviors to identify opportunities for growth and adapt strategies based on evolving demand dynamics.
• Lead Stewardship and Reporting: Oversee performance routines with customers and internal teams to evaluate progress against business plans, identify improvement areas, and ensure accountability.
• Enable Cross‑Functional Collaboration: Work closely with Marketing, Foodservice Operations, Finance, Supply Chain, and Category teams to deliver holistic, customer‑focused solutions.

Requirements & Qualifications

• Education:
  • Bachelor’s degree required; MBA preferred.
• Experience:
  • Proven national sales leadership within the beverage, retail, or consumer packaged goods (CPG) industries.
  • Minimum of 10 years of commercial experience with direct customer management and cross‑functional execution responsibilities.
  • Demonstrated success leading large customer partnerships and executing business strategies at scale.
  • Strong understanding of supply chain and foodservice distributor operations.
  • Experience managing complex contract negotiations, investment planning, and customer performance routines in a matrixed organization.
• Knowledge & Skills:
  • Strategic thinking with the ability to translate insights into actionable commercial strategies.
  • Advanced financial acumen in budgeting, ROI analysis, and investment stewardship.
  • Proficiency in customer relationship management (CRM) tools and commercial performance analytics.
  • Strong stakeholder engagement and influencing skills with ability to align multiple perspectives toward shared goals.
  • Excellent communication and presentation capabilities with proven ability to simplify complex topics for strategic alignment.
  • Effective collaboration across Marketing, Supply Chain, Finance, and Operations teams.
  • Flexibility and decisiveness in managing multiple priorities in a fast‑moving business environment.
  • Entrepreneurial mindset with curiosity for innovation and passion for consumer‑led growth.

Skills & Capabilities

• Commercial Strategy and Business Planning
• Contract Negotiation and Performance Management
• Customer Relationship Management
• Cross‑Functional Collaboration and Leadership
• Market and Competitive Analysis
• Financial Stewardship and ROI Assessment
• Foodservice Execution and Distributor Management
• Innovation and Brand Activation
• Operational Optimization and Joint Planning
• Data‑Driven Decision Making

What We’ll Do for You

• Impact Scale and Legacy: Lead strategies that define Coca‑Cola’s dispensed business with convenience retail, influencing how millions of consumers experience our brands every day.
• Partner to Grow: Collaborate with diverse stakeholders—from customer teams to innovation experts—to create shared value and elevate Coca‑Cola’s retail business.
• Develop Future Thinking: Gain exposure to strategic beverage programs, consumer insights, and advanced analytics that shape next‑generation retail execution.
• Empower Leadership: Operate at the forefront of the Coca‑Cola commercial organization, driving growth through relationship excellence, operational discipline, and innovation.

Skills:

Pay Range:

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.

Annual Incentive Reference Value Percentage:

Annual 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):

City/Cities:

Travel Required:

Relocation Provided:

Job Posting End Date:

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.