Senior Director, Strategic Retail Growth

The Coca-Cola Company; Rogers (AR); On-site; USD 174,000 - 200,000; Full time

Job summary

The Coca-Cola Company in Rogers, Arkansas seeks a Senior Director of Sales for Walmart Sparkling Soft Drinks to drive the Walmart partnership. You will own commercial strategy, annual plans, and cross-functional alignment to grow category leadership and profitability.

You will lead senior relationships with Walmart, negotiate major programs, and push omnichannel initiatives across store, pickup, delivery, and digital shelf. Strong leadership and 12+ years in CPG sales preferred.

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.

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 senior-level relationships with Walmart leadership across merchandising, digital, finance, operations, and omnichannel teams.
• Develop and present customer-specific strategies and business plans 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 brand strategies into customer-specific programs driving category success.
• Advance omnichannel transformation by integrating store, pickup, delivery, retail media, and digital shelf activation.
• Collaborate across Revenue Growth Management, Finance, Supply Chain, Digital Commerce, and Franchise Leadership to drive execution.
• Lead business reviews with Walmart executives, connecting performance results and forward-looking opportunities.
• Champion AI-enabled tools, data analytics, and shopper insights to inform strategic decisions.
• Partner with bottling and franchise teams to ensure flawless execution of promotions and replenishment.
• Anticipate marketplace shifts and competitive dynamics to respond to trends.
• Lead, coach, and inspire high-performing teams with a culture of collaboration.

Skills

Account Management

Analytical Thinking

Business Development

Business Planning

Communication

Consultative Sales Management

Contract Agreements

CRM

Decision Making

Leadership

Long Term Planning

Marketing

Negotiation

Pitch Presentations

Relationship Building

Sales Forecasting

Sales Management

Sales Process

Solutions Selling

Waterfall Model

Education

Bachelor’s degree

MBA or advanced business degree

Job description

The Coca-Cola Company in Rogers, Arkansas seeks a Senior Director of Sales for Walmart Sparkling Soft Drinks to drive the Walmart partnership. You will own commercial strategy, annual plans, and cross-functional alignment to grow category leadership and profitability.

You will lead senior relationships with Walmart, negotiate major programs, and push omnichannel initiatives across store, pickup, delivery, and digital shelf. Strong leadership and 12+ years in CPG sales preferred.