Director, National Sales - Dollar General

United States Digital Space LLC; Nashville (TN); On-site; USD 141,000 - 165,000; Full time

Job summary

Coca-Cola, Nashville, seeks a Director, National Sales to lead strategic growth with Dollar General. You will drive annual and multi-year Joint Business Plans, align senior decision-makers, manage trade budgets, and push omnichannel initiatives across performance metrics.

You will collaborate with bottlers, marketing, finance, and supply chain teams to deliver integrated customer plans, optimize brand activation, and build mutually beneficial partnerships in a fast-paced retail environment.

Qualifications

• 7+ years of national account sales leadership in beverages or consumer goods with major retail accounts.
• Proven ability to lead complex projects, align stakeholders, and hit targets in competitive environments.
• Data-driven mindset using insights for strategic selling and growth-oriented solutions.
• Exceptional influencing and negotiation skills enabling win-win partnerships at senior levels.
• Highly proactive, organized, and results-oriented with ability to prioritize in fast-changing conditions.
• Passion for brand building, innovation, and execution excellence in high-volume retail channels.
• Digital fluency and comfort leveraging tools to inform decision-making and storytelling in customer engagements.

Responsibilities

• Lead and manage annual and multi-year Joint Business Planning processes with Dollar General, integrating category insights, portfolio strategies, and commercial priorities into cohesive growth plans.
• Establish collaborative relationships with key customer decision-makers to identify opportunities, resolve challenges, and drive shared value creation.
• Deliver against topline metrics including revenue, volume, and share, while managing key financial levers such as trade spend and operating budgets with diligence.
• Drive execution of innovation rollouts, product line-up adjustments, and brand activation across Dollar General's omnichannel platform.
• Partner with Coca-Cola bottler teams to ensure alignment and flawless delivery of customer plans across all execution points.
• Facilitate partnerships with complementary CPG brands to create basket-building solutions, meal-bundling programs, and incremental growth initiatives both in-store and online.
• Monitor competitive activity at Dollar General and across the retail landscape, providing insights and actionable recommendations to strengthen Coca-Cola's position.
• Collaborate with cross-functional teams—including Commercial, Finance, Marketing, and Supply Chain—to ensure strategies are fully supported and executed.
• Lead systematic stewardship routines with internal and external partners that measure performance against mutually agreed KPIs and enable continuous improvement.

Skills

National accounts leadership

Strategic planning

Data analytics

Negotiation

Cross-functional collaboration

Digital fluency

Relationship building

Education

Bachelor's degree in business, marketing, or related field

Tools

Analytics platforms

CRM tools

Job description

At the company, our purpose is simple yet powerful: To Refresh the World and Make a Difference. We bring that vision to life by creating iconic brands, delivering beverage innovation, and building trusted partnerships with our customers. As Director, National Sales for Dollar General, you will play a pivotal role in shaping Coca-Cola's growth within one of the nation's largest and most dynamic retail accounts.

This is more than a sales role-it's a strategic leadership opportunity that blends category growth initiatives, collaborative planning, and executional precision. By leveraging consumer insights, commercial strategies, and cross-system alignment, you will help drive Coca-Cola's long-term growth priorities while unlocking solutions that deliver mutual value for Dollar General and our portfolio. If you thrive on building partnerships, influencing business outcomes, and converting strategic plans into measurable results, this role allows you to have a direct impact on Coca-Cola's success in a high-growth channel.

What You'll Do for Us

• Lead and manage annual and multi-year Joint Business Planning processes with Dollar General, integrating category insights, portfolio strategies, and commercial priorities into cohesive growth plans.
• Establish collaborative relationships with key customer decision-makers to identify opportunities, resolve challenges, and drive shared value creation.
• Deliver against topline metrics including revenue, volume, and share, while managing key financial levers such as trade spend and operating budgets with diligence.
• Drive execution of innovation rollouts, product line‑up adjustments, and brand activation across Dollar General's omnichannel platform.
• Partner with Coca-Cola bottler teams to ensure alignment and flawless delivery of customer plans across all execution points.
• Facilitate partnerships with complementary CPG brands to create basket‑building solutions, meal‑bundling programs, and incremental growth initiatives both in‑store and online.
• Monitor competitive activity at Dollar General and across the retail landscape, providing insights and actionable recommendations to strengthen Coca-Cola's position.
• Collaborate with cross‑functional teams-including Commercial, Finance, Marketing, and Supply Chain-to ensure strategies are fully supported and executed.
• Lead systematic stewardship routines with internal and external partners that measure performance against mutually agreed KPIs and enable continuous improvement.
• Proactively identify and eliminate operational barriers, drive service excellence, and ensure Coca-Cola is recognized as a trusted, value‑adding partner to Dollar General.

Requirements & Qualifications

• Bachelor's degree in business, marketing, or a related field (or equivalent experience).
• 7+ years of national account sales leadership in the beverage or consumer goods industries, with experience managing major retail accounts.
• Strong capability in leading complex projects, aligning stakeholders, and delivering business targets in competitive environments.
• Data‑driven mindset with proficiency in using insights for strategic selling and developing growth‑oriented solutions.
• Exceptional influencing and negotiation skills with the ability to create win‑win outcomes and build long‑term partnerships at senior levels.
• Highly proactive, organized, and results‑oriented with a proven ability to prioritize and adapt in fast‑changing conditions.
• Passion for brand building, innovation, and execution excellence within high‑volume retail channels.
• Digital fluency and comfort leveraging tools and analytics platforms to inform decision‑making and enhance storytelling in customer engagements.

What We'll Do for You

• Provide a platform to lead transformative partnerships in a channel that drives significant growth for Coca-Cola and its brands.
• Access to cutting‑edge insights, tools, and processes enabling you to create forward‑thinking strategies and execute with impact.
• Opportunity to collaborate across a highly connected network of internal stakeholders, bottler partners, and external suppliers to shape the future of beverage retail.
• Support career progression within the company, with exposure to advanced category management and omni‑retail strategy execution.

the company will not offer sponsorship for employment status (including, but not limited to, H1‑B visa status and other employment‑based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full‑time basis and must not require the company's sponsorship to continue to work legally in the United States.

Account Management, Category Insights, Change Leadership, Continuous Improvement, Contract Negotiations, Cross‑Functional Collaboration, Customer Relationship Development, Data Analytics, Digital Fluency, Innovation, Joint Business Planning, Portfolio Optimization, Shopper Analytics, Trade Management

Pay Range:United States of America: 141,000 USD - 165,200 USD

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 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:Nashville

Travel Required:26% - 50%

Relocation Provided:Yes

Job Posting End Date:August 23, 2026

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.

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.

Pay Range:United States of America: 0 USD - 0 USDBase 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:30Annual 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.

Long-term Incentive Reference Value Percentage:0 - 20Long-term Incentive reference value is a market‑based competitive value for your role