Director, Sales - Large Store

Heartland Coca-Cola Bottling Company, LLC; Toronto; On-site; CAD 151,000 - 170,000; Full time

Job summary

Coke Canada Bottling, Canada's local bottler, is seeking a bold, commercially driven leader to own the national customer strategy for one of Canada’s leading retailers as Director of Sales, Large Store. You will lead senior relationships, complex negotiations and annual business planning, uniting teams across Coke Canada Bottling to unlock sustainable, profitable growth.

This senior leadership role will involve shaping the customer P&L, pricing, promotions and joint business planning while

Qualifications

• 10+ years of progressive sales, commercial or customer-leadership experience.
• Demonstrated success managing a large, complex national retail customer.
• Strong record of profitable growth and executive relationships.
• Experience leading complex negotiations and annual or joint business planning.
• Strong financial acumen, including customer P&L, forecasting and profitability management.
• Ability to influence across functions and lead through complexity and change.
• Commitment to coaching and developing high-performing teams.
• Bachelor’s degree in Business, Commerce, Marketing or related discipline.

Responsibilities

• Lead the national customer strategy and develop the plan.
• Build trusted relationships with senior customer executives.
• Lead negotiations involving pricing, promotions, and contracts.
• Drive annual business planning and joint business planning.
• Identify opportunities to expand distribution and shopper engagement.
• Deliver volume, revenue, market-share and profitability objectives.
• Own the customer P&L and budgets.
• Lead forecasting and performance reviews, spotting risks and opportunities.
• Collaborate with Marketing, Finance and Operations to strengthen performance.

Skills

Sales leadership

Strategic thinking

Financial acumen

Negotiation

People management

Executive relationships

Coaching

Communication

Cross-functional influence

Bachelor’s degree

Education

Bachelor’s degree in Business, Commerce, Marketing or related discipline

Job description

Location: Canada
Reports to: Vice President, Sales, Large Store
Direct reports: National Account Executive and Account Executive
Salary: The full base salary range for this position is from $151,200 - $170,000 annually. The starting base salary offered is based on market location and may vary depending on job-related knowledge, role complexity, skills, experience, and internal equity.
Posting End Date: September 23rd 2026

Coke Canada Bottling is Canada’s Local Bottler. We’re Made Local.

About This Opportunity

Help shape the future of a large and dynamic national customer partnership

At Coke Canada Bottling, we are accelerating toward an ambitious future. Through Accelerate 2030, we are evolving how we grow, serve our customers, and win together.

We are looking for a bold, commercially driven leader to shape the future of one of our largest national customer partnerships.

As Director of Sales, Large Store, you will own the national customer strategy for one of Canada’s leading retailers. You will lead senior customer relationships, complex negotiations and annual business planning—bringing teams from across Coke Canada Bottling together to unlock sustainable, profitable growth.
This is a highly visible opportunity to influence decisions, accelerate innovation, and create meaningful value for our customer, consumers, brands, and business.

Responsibilities

What You’ll Do

• Lead the customer strategy
• Develop and execute the national customer strategy aligned with Coke Canada Bottling’s growth objectives.
• Build trusted relationships with senior customer executives, buyers, merchants and regional leaders.
• Lead negotiations involving pricing, promotions, innovation, contracts and joint business planning.
• Identify opportunities to expand distribution, assortment, pack formats and shopper engagement.
• Deliver volume, revenue, market-share and profitability objectives.
• Own the customer P&L, trade investments and customer-specific budgets.
• Lead forecasting and performance reviews, identifying risks and opportunities early.
• Use customer, market and financial insights to guide decisions and strengthen performance.

Bring innovation to life

• Lead the commercialization of new products, pack formats and customer-specific programs.
• Create compelling promotional events, seasonal programs and differentiated customer offerings.
• Partner with Marketing, Category Management and Revenue Growth Management to deliver meaningful value for the customer and consumers.
• Strengthen the position of the Coca-Cola portfolio across the customer’s business.

Mobilize teams and deliver with excellence

• Bring Marketing, Finance, Supply Chain, Procurement, Customer Solutions and Operations together around a shared customer agenda.
• Partner with operational teams to maintain strong service levels, healthy inventory and distribution performance.
• Lead, coach and develop a high-performing national customer team.
• Create a culture of accountability, collaboration and continuous improvement.

Qualifications

What You Bring

• 10+ years of progressive sales, commercial or customer-leadership experience.
• Demonstrated success managing a large, complex national retail customer.
• A strong record of delivering profitable growth and building trusted executive relationships.
• Experience leading complex negotiations and annual or joint business-planning processes.
• Strong financial acumen, including customer P&L, forecasting, investment and profitability management.
• The ability to influence across functions and lead through complexity and change.
• A genuine commitment to coaching and developing high-performing teams.
• A bachelor’s degree in Business, Commerce, Marketing or a related discipline.

The Leadership Impact You’ll Make
You are a strategic thinker and commercial operator who can see the big picture while driving disciplined execution. You build credibility quickly, communicate with clarity, and bring people together around ambitious goals.
Most importantly, you are energized by the opportunity to transform a large, complex national customer partnership and help Coke Canada Bottling accelerate toward 2030.

Start Here. Grow Anywhere.

At Coke Canada Bottling, your career is more than your role-it’s the beginning of what’s possible.
We are proudly Canadian, family-owned and powered by our people. Here, you will build meaningful relationships, influence enterprise-level decisions, and do work with visible impact-all within an inclusive culture where you are supported to be yourself and encouraged to shape what comes next.

Bring your leadership. Build what’s next. Make your mark.

Human Powered. Customer Centric. Future Ready.

Why work with us?

• Join a local, family-owned business that’s part of a globally recognized brand, where you can develop your capabilities, competencies, and career.
• Coke Canada has a culture of learning, and we offer several channels to support your development, including on-the-job training and a library of free courses for just-in-time learning.
• We are committed to offering a comprehensive benefits package designed to help our employees achieve their best physical, mental, financial, and overall health and well-being. This includes a competitive compensation package, access to retirement and saving programs, family and employee assistance program, paid vacation and floater days.
• We have close, local connections with the communities in which we operate across Canada. We’re determined to make a positive difference in our communities; this includes opportunities for employee volunteerism.
• We’re building our business responsibly and our mission is to work Toward a Better Future Together. We have a plan that outlines how we are reducing, reusing, recycling, decreasing our carbon footprint, and using water responsibly. For more information visit cokecanada.com/sustainability/

Coke Canada has been recognized as one of Canada’s Best Employers for Diversity, and we’re committed to fostering a diverse, equitable and inclusive workplace. Together we are creating a workplace culture that values diversity, enables inclusivity and ensures everyone feels like they belong. We are aiming to ensure our diverse workforce is reflective of the communities in which we operate. Research shows that women-identifying and other marginalized individuals often hesitate to apply unless they meet 100% of the listed qualifications. If this role excites you, even if you don’t check every box, we encourage you to apply. Your unique experience and perspective could be what we’re looking for. Unless otherwise specified, this job post is for an existing vacancy.

Our hiring process is human-driven and does not involve AI tools for screening, assessment, or selection. For individuals requiring accommodations or support throughout the recruitment process please call 1-844-383-2653 or email [e-mail] .

Important – please note

All offers of employment at Coke Canada Bottling are conditional upon a successful background clearance obtained through our contracted third-party vendor. The standard clearance requirements depend on the position and may include some, or all, of the following: criminal clearance, employment verification, education verification and driver's abstract review. Please advise the Talent Acquisition team if you have any questions or concerns once you are contacted for further consideration.