Director, National Sales

The Coca-Cola Company; Charlotte (NC); On-site; USD 180,000 - 230,000; Full time

Job summary

The Coca-Cola Company seeks a Director, National Sales to lead a Region for a strategic global relationship, driving national execution and long-term growth through commercial leadership and excellent customer engagement.

You will develop and execute a national business plan aligned with Coca‑Cola’s portfolio and innovation agenda, using analytics to win in the market and optimize profitability. Travel is expected up to 50% across the U.S.

Qualifications

• Bachelor’s degree in Business, Marketing, or related discipline required.
• 5+ years of sales leadership experience managing national or multi-tier accounts in foodservice, CPG, or beverage industries.
• Proven success in strategic business planning, contract negotiation, and execution of joint growth initiatives with large customers.
• Demonstrated ability to influence and collaborate across organizational boundaries.
• Skilled in using analytics plus data insights to shape stories and strategies to identify opportunities.
• Outstanding interpersonal and communication skills with senior executives.

Responsibilities

• Serve as the Region lead between the national team and partners for execution of commercial initiatives.
• Build trusted Region, franchisee, and bottler partnerships to drive value and growth.
• Collaborate on the national business planning process to achieve revenue, share, and profit targets.
• Participate in contract negotiations with senior customer stakeholders to structure agreements.
• Leverage insights and market trends to recommend category programs and improve offerings.
• Partner cross-functionally to translate brand strategies into customer solutions.
• Monitor channel trends and adjust strategies to protect and grow market share.
• Steward performance routines with bottler partners to ensure alignment and progress.

Skills

Sales leadership

Analytical storytelling with data

Stakeholder influence

Executive communication

Cross-functional collaboration

Education

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

Advanced degree preferred

Tools

Analytics platforms

Customer engagement platforms

Job description

At The Coca‑Cola Company, we refresh the world and make a difference by building loved brands and trusted partnerships that drive sustainable growth. The Director, National Sales plays a critical role in leading a Region for one of our most strategic global relationships, serving as a catalyst for joint value creation across the Coca‑Cola System and the partner’s enterprise. This role requires a blend of commercial leadership, customer engagement, and operational excellence to deliver national execution and long-term growth for both brands.

In this position, you will develop and execute a national business plan that aligns Customer's strategic priorities with Coca‑Cola’s portfolio and innovation agenda. You will leverage insights, analytics, and supply chain collaboration to ensure best-in-class service and profitability while driving forward initiatives that enable mutual success. You will ensure strategies are operationalized and visible in the market. This role will act as a connector across internal teams, bottling partners, and customer stakeholders. You will lead with influence, amplify innovation, and execute in store merchandising to unlock opportunities that deliver measurable results at scale.

What You’ll Do For Us

• Serve as the Region lead between the national team, bottler partners, and franchisees for the execution of commercial, marketing, and operational initiatives.
• Build trusted Region, franchisee, and bottler partnerships while developing solutions that drive value, profitability, and volume growth.
• Collaborate on the national business planning process with Customer’s by aligning on joint objectives, growth strategies, and performance metrics to achieve annual revenue, share, and profit targets.
• Participate in contract negotiations with senior customer stakeholders, consultants, and internal partners to structure agreements that reinforce strategic partnerships and growth commitments.
• Utilize industry knowledge, consumer insights, and local market trends to recommend category programs that enhance Customer’s beverage offerings and customer experience.
• Partner cross-functionally to translate brand strategies into dynamic, business-building customer solutions.
• Anticipate competitive threats by monitoring channel and industry trends, ensuring proactive adjustments to protect and grow share.
• Steward performance routines with bottler partners to ensure alignment, visibility of progress, and identification of improvement opportunities.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, or related discipline required; advanced degree preferred.
• 5+ years of sales leadership experience managing national or multi-tier accounts in foodservice, CPG, or beverage industries.
• Demonstrated success in strategic business planning, contract negotiation, and execution of joint growth initiatives with large customers.
• Proven ability to influence and collaborate across organizational boundaries, fostering alignment at multiple levels within customer and internal systems.
• Skilled in using analytics plus data insights to shape stories and strategies to identify opportunities, and deliver measurable results.
• Outstanding interpersonal, presentation, and communication skills with the ability to engage with senior executives confidently and persuasively.
• Results-oriented mindset with agility to navigate dynamic market environments while maintaining focus on long-term objectives.

What We’ll Do For You

• Provide the opportunity to lead a high‑profile customer relationship with national visibility across Coca‑Cola’s FSOP network.
• Enable access to advanced commercial tools, analytics, and customer engagement platforms to support growth initiatives.
• Offer collaboration with cross‑functional experts to deepen knowledge in strategic planning, innovation, and supply chain optimization.
• Support career progression within senior‑level sales leadership roles across Coca‑Cola’s North America Operating Unit.

Location

Atlanta, GA; Philadelphia, PA; or Charlotte, NC | Travel up to 50%.