Senior Director, Sales - Walmart SSD

Coca-Cola; Arkansas; On-site; USD 250,000 - 400,000; Full time

Job summary

The Coca-Cola Company seeks a strategic Senior Director, Sales - Walmart Sparkling Soft Drinks to lead the high-impact Walmart partnership and drive category leadership across physical and digital channels. The role shapes long-term customer strategy, aligns enterprise priorities, and delivers sustainable growth through executive collaboration and data-informed decision making.

You will influence senior stakeholders, guide cross-functional teams, and champion AI-driven insights to optimize

Qualifications

• Bachelor's degree required; MBA or advanced degree strongly preferred.
• 12+ years of progressive leadership experience in sales, commercial strategy, or customer management within CPG, beverage, food, or retail environments.
• Significant experience leading Walmart-specific business portfolios and building senior executive relationships with customer decision-makers.

Responsibilities

• Lead the Walmart Sparkling Soft Drinks business with accountability for commercial strategy, annual operating plans, execution excellence, and overall business performance.
• Shape and deliver a multi-year growth vision that enhances Coca-Cola's category leadership while creating sustainable value for Walmart, consumers, and the Coca-Cola System.
• Build trusted, senior-level relationships with Walmart's leadership across merchandising, digital, finance, operations, and omnichannel teams, fostering long-term partnership alignment.
• Develop and present customer-specific strategies and business plans incorporating growth priorities, innovation initiatives, and investment choices aligned to shopper and category insights.
• Serve as lead negotiator for major commercial discussions across assortment, pricing, promotion, innovation launches, and merchandising programs.
• Partner with Marketing and Category Leadership to translate Coca‑Cola's sparkling beverage brand strategies into customer-specific programs that drive joint category success.
• Advance omnichannel transformation by integrating store, pickup, delivery, retail media, and digital shelf activation into a unified growth agenda.
• Collaborate across functional areas—including Revenue Growth Management, Finance, Supply Chain, Digital Commerce, and Franchise Leadership—to drive execution consistency and alignment.
• Lead business reviews with Walmart executives, connecting performance results, market insights, customer value, and forward-looking opportunities.
• Champion the use of AI-enabled tools, data analytics, and shopper insights to determine actionable strategies that enhance profitability and customer engagement.
• Partner with bottling and franchise teams to ensure flawless execution of promotional calendars, assortment planning, and replenishment programs.
• Anticipate marketplace shifts and competitive dynamics, positioning Coca-Cola to respond proactively to evolving customer and consumer trends.
• Lead, coach, and inspire high-performing teams, building enterprise capability, promoting professional growth, and embedding a culture of collaboration and accountability.

Skills

Leadership

Sales leadership

Commercial strategy

Key account mgmt

Omnichannel retail

Negotiation

Data analytics

AI tools insights

Cross-functional collaboration

Strategic thinking

Education

Bachelor's degree

MBA or advanced degree

Job description

Job Description Summary:

At The Coca‑Cola Company, we refresh the world and make a difference through our brands, partnerships, and the shared value we create across every retail channel. Walmart represents one of our most influential global customers and a cornerstone of growth for the North America Operating Unit. The Senior Director, Sales - Walmart Sparkling Soft Drinks (SSD) leads Coca‑Cola's high‑impact partnership with Walmart, driving category leadership, profitable growth, and transformational collaboration across both physical and digital retail.

This role serves as the senior commercial leader responsible for shaping Coca‑Cola's long‑term customer strategy, enabling omnichannel growth, and delivering sustainable outcomes through enterprise‑wide alignment. The ideal candidate brings deep expertise in sales, revenue growth management, and category leadership, paired with the ability to influence senior executives, lead change, and build high‑performing teams. Success in this role means setting the direction for how Coca‑Cola and Walmart engage, innovate, and grow together-establishing Coca‑Cola as Walmart's most valued beverage partner.

What You’ll Do for Us

• Lead the Walmart Sparkling Soft Drinks business with accountability for commercial strategy, annual operating plans, execution excellence, and overall business performance.


• Shape and deliver a multi‑year growth vision that enhances Coca‑Cola's category leadership while creating sustainable value for Walmart, consumers, and the Coca‑Cola System.


• Build trusted, senior‑level relationships with Walmart's leadership across merchandising, digital, finance, operations, and omnichannel teams, fostering long‑term partnership alignment.


• Develop and present customer‑specific strategies and business plans incorporating growth priorities, innovation initiatives, and investment choices aligned to shopper and category insights.


• Serve as lead negotiator for major commercial discussions across assortment, pricing, promotion, innovation launches, and merchandising programs.


• Partner with Marketing and Category Leadership to translate Coca‑Cola's sparkling beverage brand strategies into customer‑specific programs that drive joint category success.


• Advance omnichannel transformation by integrating store, pickup, delivery, retail media, and digital shelf activation into a unified growth agenda.


• Collaborate across functional areas-including Revenue Growth Management, Finance, Supply Chain, Digital Commerce, and Franchise Leadership-to drive execution consistency and alignment.


• Lead business reviews with Walmart executives, connecting performance results, market insights, customer value, and forward‑looking opportunities.


• Champion the use of AI‑enabled tools, data analytics, and shopper insights to determine actionable strategies that enhance profitability and customer engagement.


• Partner with bottling and franchise teams to ensure flawless execution of promotional calendars, assortment planning, and replenishment programs.


• Anticipate marketplace shifts and competitive dynamics, positioning Coca‑Cola to respond proactively to evolving customer and consumer trends.


• Lead, coach, and inspire high‑performing teams, building enterprise capability, promoting professional growth, and embedding a culture of collaboration and accountability.

Requirements & Qualifications

• Bachelor's degree required; MBA or advanced business degree strongly preferred.


• 12+ years of progressive leadership experience in sales, commercial strategy, or customer management within CPG, beverage, food, or retail environments.


• Significant experience leading Walmart‑specific business portfolios and building senior executive relationships with customer decision‑makers.


• Proven success managing highly strategic, complex customer partnerships and delivering sustained revenue and profit growth.


• Expertise in joint business planning, category leadership, commercial negotiations, and long‑range customer development.


• In‑depth understanding of omnichannel retail ecosystems, including Walmart.com, pickup and delivery, retail media, connected commerce, and digital shelf optimization.


• Strong foundation in revenue growth management, pricing strategy, promotional performance analysis, and investment optimization.


• Advanced financial acumen with experience managing trade investment, profitability, and commercial performance metrics.


• Demonstrated ability to leverage shopper insights, analytics, and AI‑driven data tools to inform strategic decisions and business outcomes.


• Excellent knowledge of supply chain, replenishment, inventory management, and operational planning relative to major retail customers.


• Exceptional leadership, interpersonal, and communication skills with the proven ability to influence senior stakeholders and drive execution across a matrixed organization.


• Track record of leading transformation, driving cultural change, and developing teams capable of agile delivery and innovative problem‑solving.