Director I, Customer Sales, Walmart

The Coca-Cola Company; Argentina; On-site; ARS 241,855,800 - 265,451,488; Full time

Job summary

The Coca‑Cola Company is seeking a Sr Director Customer Sales – Walmart in Rogers, AR to lead cross-functional teams and establish go-to-market strategies for Advanced Hydration. You will negotiate annual agreements, oversee plan execution with Walmart and bottling partners, and drive KPI development across geographies.

The role requires 8+ years in National Account Management, strong leadership, and hands-on ability to manage trade spend, pricing, and merchandising.

Qualifications

• Bachelor’s degree is required.
• 8+ years National Account Management experience.
• Location: Bentonville, AR area (within 50 miles).
• Experience leading a department or large team.
• Strong leadership, highly organized with a results focus.
• Proficiency with AI tools, Outlook, PowerPoint, Excel and Word; Nielsen/IRI data familiarity.
• Willing to travel 30% by car and plane; bi-annual in-person meetings.

Responsibilities

• Develop Annual and Long-Range Customer Plans for Walmart objectives.
• Lead complex negotiations to secure mutually beneficial agreements.
• Collaborate with customer to translate needs into shopper recommendations.
• Oversee cross-functional resources to deliver key metrics (volume, revenue share, trade).
• Present updates to Division senior management and drive action plans.

Skills

Business Development

Business Planning

Collaborative Leadership

Communication

CRM

Group Problem Solving

Influencing

Long Term Planning

Operational Assessment

Sales Forecasting

Sales Management

Sales Process

Solutions Selling

Waterfall Model

Education

Bachelor’s degree

Tools

AI tools

Outlook

PowerPoint

Excel

Word

Job description

Job Description Summary

At The Coca‑Cola Company, we exist to refresh the world and make a difference through loved brands, done sustainably for a better shared future. Working here is more than working for the global beverage leader; it’s an opportunity to be a part of something that can positively impact the world. Our North America Operating Unit (NAOU) Advanced Hydration division is a dynamic, fast‑paced business unit at The Coca‑Cola Company where teams come together to lead what’s next in hydration. With a portfolio that includes BODYARMOR Sports Drink, Powerade, vitaminwater, and smartwater, the group is driven by an entrepreneurial spirit, strong collaboration, and shared ambition. This is a place for people who think differently, move with agility, challenge the status quo, and thrive in an ever‑changing category. Joining the team means helping shape the future of hydration alongside passionate, collaborative teams committed to winning.

THE ADVANCED HYDRATION DIVISION

The Sr Director Customer Sales – Walmart will lead cross‑functional teams to deliver business results across all Advanced Hydration categories. This position requires a vision to build and establish the overall go‑to‑market strategy on behalf of the Division to achieve both long‑term and short‑term business objectives. This individual will oversee the strategy, negotiation of annual agreements, and plan execution with Walmart and with bottling system to ensure alignment to achieve overall strategic objectives. As a subject matter expert, this individual will be responsible for leading the development of key KPI’s and routines to drive execution of annual plans across all bottling and customer geographies.

RESPONSIBILITIES

Customer Leadership

• Develop Annual and Long-Range Customer Plans to deliver annual Plan objectives for Volume, Net Revenue, Profit and Share within trade spending guidelines for assigned accounts
• Key advisor leading complex negotiations to deliver mutually beneficial agreements on behalf of the company
• Collaborate with the customer to understand customer needs and develop fact‑based consumer and shopper recommendations to accelerate category and customer growth.
• Lead cross functional resources to deliver key operating metrics (Assortment, Pricing, Shelving, Merchandising, Innovation) for Walmart business.
• Lead the development and rollout of key business and financial metrics including topline results (volume, revenue share) and key financial metrics (trade spend and T&E budgets) to ensure Advanced Hydration continues to exceed customer expectations and lead the overall organizational development including on‑going evaluation of structure, resources, and talent.

System Leadership

• Own the relationship with our bottler teams and the Customer Governance process for assigned customers to maximize mutual goals, results, and execution for assigned customers and teams.
• Negotiate and collaborate with Bottling partners to ensure alignment to annual plans.
• Ensuring concise and timely communication, provide appropriate tools and execution tracking to bottlers and distributors and field team to ensure flawless execution of retail initiatives.

Cross Functional Collaboration

• Operating cross‑functionally with multiple internal departments to solve customer problems by providing insight and expertise to grow the ALL brand with assigned customers.
• Presenting customer updates and plans to Division senior management team on an ongoing and timely basis.
• Lead for Walmart business across all key sales and cross functional routines to drive execution and delivery of all customer and company objectives. Identify gaps in performance and develop action plans to address performance gaps.
• Owns customer input and securing alignment on all commercial, Marketing and Innovation plans including strategy, tactics, and key execution requirements

Relationship Management

• Own the development of top‑level relationships across all functions and operating areas leveraging all available resources.
• Own relationship with key bottler leaders for assigned accounts to ensure alignment and support for key customer objectives and strategies.
• Builds strong relationships with Sr. Management and all field operating units to allow timely discussions about key issues and opportunities.

Organizational Development

• Lead assigned sales teams and cross functional resources to deliver broad customer capabilities including selling skills, Consumer and Shopper Marketing, and Revenue management capabilities.
• Own performance and people management processes including annual objective setting and ongoing performance management processes.
• Ensure organization effectively manages all resources and deliver key financial goals on budget (T&E, Trade, etc.)

REQUIREMENTS

• Bachelor’s degree required
• 8+ years National Account Management required
• Location: Bentonville, AR area (within 50 miles) required
• Experience leading a department or large team
• Must be self‑motivated, highly organized with a strong desire to produce results, and have a passion for building brands, new products, and long‑term growth
• Exceptional leadership qualities and a successful track record of managing and developing a team of seasoned professional sales executives
• Must be able to quickly assess the needs of the business, develop an action plan & manage the required change
• Superior skills in AI tools, Outlook, Power Point, Excel, and Word. Strong understanding and analytical experience Nielsen/IRI syndicated data.
• 30% travel required by car and plane, including both local and neighboring geographic territories
• Position requires in‑person attendance at bi‑annual company retreats/meetings in Atlanta (or other locations as it may vary year to year)
• Must hold and maintain a valid driver’s license and be able to drive long distances
• Motor Vehicle Records must satisfy Company standards per Driving Policy

Skills

Business Development, Business Planning, Collaborative Leadership, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Group Problem Solving, Influencing, Long Term Planning, Operational Assessment, Sales Forecasting, Sales Management, Sales Process, Solutions Selling, Waterfall Model

Pay Range

United States of America: 164,000 USD - 180,000 USD

Base Pay Statement

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

30

Annual Incentive Reference Value Statement

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)

United States of America

City/Cities

Rogers

Travel Required

26% - 50%

Relocation Provided

No

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 Statement

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.