Senior Manager, Retail Sales - Dollar General

The Coca-Cola Company; Nashville (TN); On-site; USD 119,000 - 146,000; Full time

Job summary

The Coca-Cola Company in Nashville is seeking a Senior Manager, Retail Sales – Dollar General to lead the strategic relationship with one of America's largest retailers. You will drive joint business planning, price promotion initiatives, and cross‑functional execution across bottlers, marketing, finance, and operations.

Ideal candidates bring 3+ years in key account or commercial roles within beverage or CPG, data‑driven selling, and strong stakeholder management.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field preferred.
• Minimum of 3 years of experience in key account management, sales, or commercial roles within consumer packaged goods or the beverage industry.
• Proven experience developing and executing price-package plans and promotional programs for major retail customers.
• Demonstrated ability to manage complex stakeholder relationships and drive alignment across multiple business systems.
• Strong selling acumen with experience in consultative sales, negotiation, and customer partnership building.
• High level of data literacy and strong competence in using analytics and insights to influence decision‑making.
• Excellent communication and presentation skills, with the ability to convey data and business cases clearly and persuasively.
• Effective time management, prioritization, and organizational abilities suited to fast‑paced retail environments.
• Self‑motivated, results‑oriented, and capable of balancing strategic business planning with day‑to‑day account execution.

Responsibilities

• Partner with the integrated account team to manage all aspects of the Coca‑Cola business relationship with Dollar General, ensuring that customer expectations and system commitments are consistently met.
• Develop and execute an annual joint business plan with Dollar General, bottler partners, and cross‑functional Coca‑Cola teams, establishing growth objectives and activation priorities.
• Act as the customer subject‑matter expert within the Coca‑Cola system, ensuring transparent understanding of Dollar General’s strategies, priorities, and needs.
• Align internal and external stakeholders—including bottlers, marketing, finance, and operations—around the customer plan, translating objectives into actionable programs and initiatives.
• Ensure flawless execution of promotions, programs, and operational plans according to defined timelines, budgets, and resource allocations.
• Lead communication between Dollar General and the Coca‑Cola system, ensuring strategy, plans, and programs are consistently applied throughout execution cycles.
• Use insight‑driven selling tools and category analytics to influence customer decisions and shape pricing and assortment strategies aligned with shopper behaviors.
• Forecast performance, manage account budgets, and evaluate investment returns to support sustainable growth.
• Proactively address operational issues, coordinating between customer teams and bottlers to maintain strong service levels and program consistency.
• Champion new ideas and innovative solutions that evolve the customer relationship, optimize efficiency, and enhance impact across the marketplace.

Skills

Cross-Functional Teamwork

Customer Relationships

Data Insights

Joint Business Planning

Key Account Management

Negotiation

Strategic Sales Leadership

Education

Bachelor’s degree in Business/Marketing or related field

Job description

Job Description Summary:

At The Coca‑Cola Company, we believe lasting relationships create lasting results. We refresh the world and make a difference through our brands and partnerships—and one of our most dynamic retail relationships is with Dollar General. As a trusted and growing retailer serving millions of communities, Dollar General provides unique opportunities for Coca‑Cola to reach consumers where they live, work, and shop.

The Senior Manager, Retail Sales – Dollar General plays a pivotal role in managing the customer relationship and driving total system alignment for joint growth initiatives. This role combines account leadership, customer collaboration, and executional excellence to deliver growth for both Coca‑Cola and Dollar General, supporting the North America Operating Unit’s commercial priorities. Ideal candidates will bring strong experience in key account management, data‑driven selling, and partnership building, as well as a passion for connecting brands with shoppers across retail environments.

What You’ll Do for Us

• Partner with the integrated account team to manage all aspects of the Coca‑Cola business relationship with Dollar General, ensuring that customer expectations and system commitments are consistently met.
• Develop and execute an annual joint business plan with Dollar General, bottler partners, and cross‑functional Coca‑Cola teams, establishing growth objectives and activation priorities.
• Act as the customer subject‑matter expert within the Coca‑Cola system, ensuring transparent understanding of Dollar General’s strategies, priorities, and needs.
• Align internal and external stakeholders—including bottlers, marketing, finance, and operations—around the customer plan, translating objectives into actionable programs and initiatives.
• Ensure flawless execution of promotions, programs, and operational plans according to defined timelines, budgets, and resource allocations.
• Lead communication between Dollar General and the Coca‑Cola system, ensuring strategy, plans, and programs are consistently applied throughout execution cycles.
• Use insight‑driven selling tools and category analytics to influence customer decisions and shape pricing and assortment strategies aligned with shopper behaviors.
• Forecast performance, manage account budgets, and evaluate investment returns to support sustainable growth.
• Proactively address operational issues, coordinating between customer teams and bottlers to maintain strong service levels and program consistency.
• Champion new ideas and innovative solutions that evolve the customer relationship, optimize efficiency, and enhance impact across the marketplace.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, or related field preferred.
• Minimum of 3 years of experience in key account management, sales, or commercial roles within consumer packaged goods or the beverage industry.
• Proven experience developing and executing price‑package plans and promotional programs for major retail customers.
• Demonstrated ability to manage complex stakeholder relationships and drive alignment across multiple business systems.
• Strong selling acumen with experience in consultative sales, negotiation, and customer partnership building.
• High level of data literacy and strong competence in using analytics and insights to influence decision‑making.
• Excellent communication and presentation skills, with the ability to convey data and business cases clearly and persuasively.
• Effective time management, prioritization, and organizational abilities suited to fast‑paced retail environments.
• Self‑motivated, results‑oriented, and capable of balancing strategic business planning with day‑to‑day account execution.

What We’ll Do for You

• Provide an opportunity to represent some of the world’s most loved brands across one of America’s largest retail footprints.
• Equip you with data analytics tools, shopper insights, and commercial systems designed to enhance decision‑making and drive results.
• Enable collaboration across Coca‑Cola’s customer, marketing, and bottler organizations to strengthen partnership and execution capabilities.
• Offer a platform for personal growth and professional development through meaningful cross‑functional projects and customer partnerships.

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.

Skills:

Cross-Functional Teamwork, Customer Relationships, Data Insights, Joint Business Planning, Key Account Management, Negotiation, Strategic Sales Leadership

Pay Range:

United States: 119,000 - 145,800 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:

15

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:

No

Job Posting End Date:

October 27, 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.