Sales Director, Warehouse Beverages - Walmart

The Coca-Cola Company; Rogers (AR); On-site; USD 180,000 - 240,000; Full time

Job summary

The Coca-Cola Company is seeking a Sales Director – Walmart to lead our strategic retail partnership with Walmart, translating enterprise priorities into joint business plans and measurable growth across in-store and digital channels.

As the senior commercial leader for the Walmart team, you will build senior-level relationships, shape category strategies, and mobilize cross-functional partners to deliver compelling customer value and sustainable margin improvements.

Qualifications

• Bachelor’s degree or equivalent work experience.
• 7–10 years of national account sales, customer leadership, or commercial management in beverage/CPG; Walmart experience preferred.
• Proven ability to cultivate senior customer relationships and lead joint business planning from strategy.

Responsibilities

• Lead Walmart customer strategy and joint business planning across priorities and execution.
• Build senior relationships with Walmart executives across merchandising, operations, finance, and digital.
• Develop and deliver account business plans with goals, initiatives, resources, and KPIs.
• Conduct regular reviews to assess category performance and shopper insights.
• Drive omnichannel growth across in-store and digital platforms with best-in-class execution.
• Partner with cross-functional Coca-Cola teams to deliver aligned priorities.
• Ensure disciplined execution by resolving service challenges and barriers.
• Monitor market dynamics and shopper trends to inform account strategy updates.
• Lead annual customer negotiations balancing customer needs and system economics.
• Coach and develop account team members for collaboration and accountability.
• Champion simplification and change management for agility.

Skills

Executive relationship management

Customer relationship management

Strategic planning

Cross-functional collaboration

Negotiation

Education

Bachelor's degree or equivalent

Job description

Job Description Summary:

At The Coca-Cola Company, our vision is simple yet powerful: loved brands, done sustainably, for a better shared future. Walmart stands as one of our most significant global retail partners, representing an unparalleled opportunity to connect with shoppers and drive sustainable, shared growth. The Sales Director – Walmart leads Coca-Cola's strategic relationship with Walmart, translating enterprise priorities into joint business plans that deliver measurable commercial results across in-store and digital channels.

This role serves as the senior commercial leader for the Walmart customer team, responsible for building trust with key decision-makers, shaping long-term category strategies, and mobilizing cross-functional teams to deliver seamless execution. The ideal candidate combines deep customer insight, commercial acumen, and influence across complex organizations to turn Coca-Cola's capabilities, innovation, and system partnerships into compelling customer value.

What You’ll Do for Us

• Lead the Walmart customer strategy and joint business planning process, connecting growth priorities, category opportunities, and execution plans across all business segments.
• Build trusted, senior relationships with Walmart executives across merchandising, replenishment, operations, finance, and digital functions to strengthen collaboration and alignment.
• Develop and deliver account business plans that outline clear goals, strategic initiatives, resource requirements, innovation priorities, and measurable performance outcomes.
• Conduct regular business reviews to assess category performance, share shopper insights, and anticipate opportunities that improve execution and profitability.
• Drive omnichannel growth across Walmart's brick-and-mortar and digital platforms, ensuring best-in-class assortment, availability, merchandising, and shopper experience.
• Partner with cross-functional Coca-Cola teams spanning category leadership, revenue growth management, supply chain, finance, marketing, commercial strategy, legal, and operations to deliver joint priorities.
• Ensure disciplined commercial execution by proactively resolving service challenges, addressing barriers, and maintaining operational excellence across the system.
• Monitor market dynamics, competitor actions, and shopper trends to identify growth opportunities and inform strategic updates to the account plan.
• Lead annual customer negotiations and commercial discussions, balancing customer needs with system economics and investment efficiency to secure long-term, sustainable growth.
• Coach and develop account team members, fostering collaboration, accountability, and continuous improvement across the broader Coca-Cola system.
• Champion simplification and change management processes that strengthen team agility and responsiveness to Walmart's evolving business priorities.

Requirements & Qualifications

• Bachelor’s degree or equivalent work experience required.
• 7-10 years of national account sales, customer leadership, or commercial management experience in beverage, food, or consumer packaged goods; Walmart experience highly preferred.
• Demonstrated ability to cultivate senior customer relationships and lead complex joint business planning processes from strategy