Senior Manager, National Sales – Specialty Retail

About the role

As a Senior Manager, National Sales – Specialty Retail at The Coca-Cola Company, you will lead the beverage strategy across the Southeast region, overseeing on‑site and specialty retail channels. You will be responsible for building strong customer relationships, driving revenue growth, and delivering strategic business plans.

Key responsibilities

• Lead collaborative business planning to develop and execute annual plans, partnership initiatives, and category programs while accurately forecasting sales, revenue, and expenses.
• Conduct complex negotiations, influence decision‑making, and create customer value through fact‑based selling and clear business cases.
• Maintain regular business reviews with customers, identify needs, address challenges, and uncover growth opportunities.
• Continuously evaluate account business plans, track progress, assess initiative impact, and recommend new products.
• Develop and nurture relationships with internal teams, bottling partners, senior buyers, outlet managers, and distributors to enhance sales capabilities.
• Design and activate direct supply‑chain strategies to improve efficiencies across Coca‑Cola North America product supply and food‑service distribution.
• Monitor competitive activities in assigned geographies and provide timely insights for strategic decisions.
• Partner with cross‑functional teams to leverage Coca‑Cola’s resources for mutual benefit.
• Share strategic insights, anticipate future needs, and recommend innovative business‑building ideas.
• Gather and analyze customer‑specific data (annual reports, store sales, layout, traffic patterns) to understand economics and identify improvement opportunities.

Required profile

• Bachelor’s degree or equivalent work experience.
• Minimum of 3 + years successful sales account management experience.
• Proven ability to build and sustain strong relationships with key customer stakeholders.
• Demonstrated expertise in leading negotiations and developing compelling business cases.

Required skills

• Data analysis of customer‑specific information.
• Strategic business planning.
• Negotiation and value‑creation techniques.
• Stakeholder engagement and relationship management.