Senior Director, Area Sales​

The Coca-Cola Company • Chicago, IL

2d

About The Position

Senior Director, Area Sales is a diverse leadership role that is responsible for leading and collaborating with a team of account professionals to deliver critical sales objectives to include volume, revenue, and operating income growth. The leader is also responsible for the overall strategic C-Suite relationships with our key customers to deliver value as a strategic partner. This person will manage and own the P&L for area national account portfolio in an assigned region. This role will work with other important cross functional team and leaders to align on strategy and ensure successful implementation of business driving initiatives through a collaborative business approach in order to meet and exceed business plans. The right person will have experience demonstrating a high level of sophistication and industry knowledge - requiring an advanced, hybrid sales/marketing/finance, face-to-face approach with strong customer management, analytical, problem solving, influencing, and negotiation experience that will be critical in order to develop and inspire the area operating team. This opportunity will require successful management of all beverage categories and insights including Coca-Cola Freestyle, legacy BIB, juice category, and bottle/can, while delivering incremental category and innovation opportunities.

Requirements

• Minimum Education Requirement, Bachelor's Degree. MBA preferred.
• 5+ years in consumer goods industry.
• 5+ years in sales/marketing or major account management.
• Experience working with market research data.
• Experience in developing successful annual business plans.
• Strong analytical, verbal and written communications skills are a must.
• A demonstrated ability to coach, mentor and lead others is a must.

Responsibilities

• Formulates sales strategy and develops sales forecast, budget & manpower plans; pursues major prospects and leads in major negotiations.
• Leads the development of all execution targets and use of appropriate tracking and performance measuring tools.
• Responsible for leading the annual planning process for the assigned Area Team.
• Indirectly leads a team of cross-functionals who directly support the market. (Marketing, Operations and Finance)
• Recruits, hires, and trains emerging sales talent
• Coaches, mentors, and develops the sales team to ensure their professional development and to ensure that the organization's need for future leaders is consistently met.
• Manages within a nominated sub-function or related sub-functions; typically, a highly experienced manager who is accountable for budget, policy recommendations and medium-term planning.
• Responsible for identifying opportunities for profitable growth within designated customers, oversees development and successful selling of customer plans for regional chains, builds enduring relationships with senior management of regional chain accounts and provides strategic direction and leadership to a highly motivated sales team.
• Provides strategic direction and framework for the market coordinating with the bottler partners and North America Operating Unit senior leadership.
• Provides overall Coca-Cola system leadership in the designated market to include liaison work with various other professional organizations that touch the food service industry.
• Coordinates execution requirements with all appropriate Coca-Cola system constituents to ensure customer plans meet overall Company business objectives and strategies.
• Ensures comprehensive vertical and horizontal call coverage within the customers' organizational structure.
• Leads and stewards top to top calls with designated customers.
• Creates a strategic advantage by leveraging the multi-functional capabilities of the Coca-Cola system within the given market.

Benefits

• Iconic Brand: Work on the most recognized brand in the world and be part of developing the brand's next chapter.
• Exposure to World Class Leaders: Availability to global marketing leaders that will expand your network and expose you to emerging digital platforms and marketing insights.
• Creative Team Culture: Be inspired by the best brand leaders and agencies in the world, which creates a creative culture that supports taking risks and innovation.
• A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

What This Job Offers

• Job Type: Full-time
• Career Level: Director