Senior Director, Sales - WinCo & West Coast

The Coca-Cola Company; Irvine (CA); Hybrid; USD 174,000 - 200,000; Full time

Job summary

The Coca-Cola Company is seeking a Sales Director in the United States to lead national accounts with a strategic, data-driven approach. You will coordinate cross-functional teams, design multi-year plans, and drive growth across beverage categories.

Responsibilities include leading joint business planning, building senior-level relationships, and delivering insights that translate into measurable volume and profitability.

Qualifications

• Bachelor’s degree in Business, Marketing, or related discipline (or equivalent experience).
• 5–7 years of progressive strategic sales experience with proven success managing large, complex accounts in beverage or CPG industries.
• Demonstrated ability to lead joint planning efforts, establish enduring customer relationships, and influence decisions at senior levels.
• Strong capability to balance strategic vision with operational execution, delivering measurable outcomes across multiple channels.
• Experience acting as a category partner, leveraging knowledge, insights, and best practices to strengthen customer engagement and drive business results.
• Advanced analytical skills and proficiency in synthesizing data from multiple sources to develop strategic recommendations.
• Strong collaboration skills in matrix environments, with a proven ability to influence cross-functional stakeholders without direct authority.
• Exceptional presentation, negotiation, and communication skills for both internal and external audiences.
• Comfort with leveraging technology platforms, data visualization tools, and AI-enabled solutions for insight generation and planning acceleration.

Responsibilities

• Activate the Coca-Cola System with cross-functional teams to design and execute business plans that address customer needs and mutual growth.
• Establish and maintain long-term strategic vision for national accounts with multi-year plans.
• Lead joint business planning discussions and performance reviews with value delivery as the focus.
• Develop collaborative relationships with senior-level customer buyers to influence decisions on strategy and merchandising.
• Serve as a trusted category partner by sharing insights and benchmarking best practices to increase consumer engagement.
• Sell and execute new initiatives with precise launches and monitor outcomes against KPIs for improvement.
• Identify revenue and profit levers, using data-driven recommendations to address performance gaps.
• Work with customers and internal teams to uncover trends and implement actionable solutions.

Skills

Strategic sales

Relationship leadership

Analytical thinking

Presentation skills

Negotiation

Cross-functional collaboration

AI-enabled insights

Education

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

Tools

CRM systems

Data visualization tools

AI-enabled solutions

Job description

Location

Boise, ID (Remote) OR Irvine, CA (Office)

At The Coca‑Cola Company, our success begins with strong partnerships that deliver value across our system and marketplace. Through our \"Beverages for Life\" strategy, we aim to provide consumers with the right drink for every occasion and empower our customers to thrive in an ever-changing environment. The Sales Director is a highly strategic role focused on building long-term relationships and driving sustainable growth for both The Coca‑Cola Company and our valued customers. This position offers an opportunity to lead account management for major national customers, coordinate with cross-functional teams, and deliver innovation that strengthens Coca‑Cola’s presence across a fast-paced, competitive marketplace. If you have a passion for strategic selling, category leadership, and influencing decisions at the highest level, this role allows for significant impact by connecting insights with executional excellence to maximize partnership value.

What You’ll Do For Us

• Activate the Coca‑Cola System, including cross-functional teams and channel resources, to design and execute business plans that address customer needs and drive mutual growth across beverage categories.
• Establish and maintain long-term strategic vision for national accounts, developing both short- and multi-year plans that translate into incremental volume, value, and profitability for the customer and the company.
• Lead joint business planning discussions and regular performance reviews, ensuring alignment on objectives and stewardship of value delivered through Coca‑Cola system capabilities.
• Develop collaborative relationships with senior-level customer buyers to gain commitment and influence decisions related to food & beverage strategy, marketing programs, and merchandising priorities.
• Serve as a trusted beverage category partner by sharing insights, benchmarking best practices, and presenting innovative ideas to increase consumer engagement and drive incidence.
• Sell and execute new initiatives with precision, ensuring programs launch on time and monitoring performance outcomes against KPIs for continuous improvement.
• Identify revenue and profit levers, leveraging data-driven recommendations and activating internal resources to address performance gaps rapidly.
• Work closely with customers and internal commercial teams to uncover emerging trends and implement actionable solutions that improve execution and strengthen partnerships.
• Collect and synthesize relevant business intelligence from multiple sources—customer reports, system tools, and stakeholder input to inform strategic decisions and tailor solutions for evolving customer priorities.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, or related discipline (or equivalent experience).
• 5–7 years of progressive strategic sales experience with proven success managing large, complex accounts in beverage or CPG industries.
• Demonstrated ability to lead joint planning efforts, establish enduring customer relationships, and influence decisions at senior levels.
• Strong capability to balance strategic vision with operational execution, delivering measurable outcomes across multiple channels.
• Experience acting as a category partner, leveraging knowledge, insights, and best practices to strengthen customer engagement and drive business results.
• Advanced analytical skills and proficiency in synthesizing data from multiple sources to develop strategic recommendations.
• Strong collaboration skills in matrix environments, with a proven ability to influence cross-functional stakeholders without direct authority.
• Exceptional presentation, negotiation, and communication skills for both internal and external audiences.
• Comfort with leveraging technology platforms, data visualization tools, and AI-enabled solutions for insight generation and planning acceleration.

What We’ll Do For You

• Offer the chance to work with Coca‑Cola’s iconic brands, including Coca‑Cola, Simply, and Fairlife, shaping customer experiences that impact millions of consumers daily.
• Provide access to advanced analytics, customer engagement tools, and internal expertise to accelerate your ability to deliver strategic outcomes.
• Create growth opportunities across a diverse customer base spanning retail, grocery, and multiple on-premise channels, broadening your influence and business knowledge.
• Foster a dynamic culture of collaboration, innovation, and continuous learning that empowers you to achieve your personal and professional development goals.

The Coca-Cola 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 Coca-Cola Company's sponsorship to continue to work legally in the United States.

Account Management, Analytical Thinking, Business Development, Business Planning, Communication, Consultative Sales Management, Contract Agreements, Customer Relationship Management (CRM), Decision Making, Leadership, Long Term Planning, Marketing, Negotiation, Pitch Presentations, Relationship Building, Sales Forecasting, Sales Management, Sales Process, Solutions Selling, Waterfall Model

Pay Range

United States: 174,000 - 200,000 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

Atlanta

Travel Required

26% - 50%

Relocation Provided

No

Job Posting End Date

September 11, 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:: 0 - 0 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.

Long-term Incentive Reference Value Percentage:0 - 20

Long-term Incentive reference value is a market-based competitive value for your role.