Senior Manager, Sales - Specialty Retail

Coca-Cola; Chicago (IL); On-site; USD 117,000 - 146,000; Full time

Job summary

Coca-Cola is seeking a Senior Manager, Sales - Specialty Retail to drive growth across the Southeast region by building strategic plans and strong customer partnerships across multiple states.

The role requires leading cross‑functional collaboration with finance, marketing, and supply chain to forecast, negotiate, and implement programs that maximize beverage performance in specialty retail and on‑site channels.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• Minimum of 3 years of successful sales or account management experience in consumer packaged goods, foodservice, or retail.
• Proven ability to develop and manage customer relationships that deliver long‑term business results.
• Proven experience negotiating and executing sales programs across multiple purchasing tiers and retail models.
• Analytical strength in building data‑driven business cases, interpreting customer feedback, and developing insights into actionable growth strategies.
• Ability to independently manage multiple priorities while maintaining strong attention to accuracy and detail.
• Exceptional communication, presentation, and relationship‑building skills across internal and external stakeholders.
• Understanding of retail and foodservice distribution channels strongly preferred.
• Demonstrated leadership abilities and a commitment to driving operational excellence across all aspects of sales engagement.

Responsibilities

• Lead annual and multi-year collaborative business planning processes with customers and internal teams, developing clear growth objectives, category programs, and partnership initiatives.
• Accurately forecast annual sales volume, revenue, and expenses while aligning with strategic goals and account priorities.
• Guide complex negotiations and influence decision‑making through fact‑based selling, data insights, and business case development that creates mutual value.
• Conduct regular business reviews with specialty retail partners to assess needs, resolve challenges, and uncover opportunities for continued growth.
• Monitor performance against business plans, track progress toward goals, and recommend new product or program adjustments based on insights and results.
• Build and maintain trusted relationships with customer executives, outlet managers, distributors, bottling partners, and internal stakeholders to ensure alignment across all levels of the organization.
• Partner with supply chain, product supply, and foodservice distributor teams to design direct supply strategies that enhance operational efficiency and product availability.
• Analyze market trends and communicate competitive intelligence across assigned territories to inform planning and strengthen commercial response.
• Collaborate across cross‑functional teams—including finance, marketing, revenue growth management, and operations—to leverage Coca‑Cola resources and deliver impactful results.
• Lead strategic discussions around innovation, sharing insights that anticipate consumer and customer needs while helping brands activate new commercial opportunities.
• Use data analytics and customer‑specific information such as sales patterns, store layouts, and traffic insights to recommend tailored business solutions and enhance performance.
• Serve as the go‑to resource for customer relationship management expertise within the Southeast Region, ensuring consistent service, operational excellence, and partnership engagement.
• Foster collaboration and accountability among bottling and distributor contacts to steward execution and promote shared success.

Skills

Account Management

Business Planning

Collaboration

Communication

Cross-Functional Teamwork

Customer Relationship Management

Customer Relationships

Financial Analysis

Negotiation

Strategic Business Planning

Education

Bachelor's degree in Business, Marketing, or related field

Job description

Job Description Summary: At The Coca‑Cola Company, our vision is to create loved brands, done sustainably, for a better shared future. We combine innovation, design, and marketing excellence to help retailers deliver experiences that delight consumers and strengthen our shared business. The Senior Manager, Sales - Specialty Retail plays a key role in advancing this vision within the Southeast Region—including Georgia, Tennessee, Kentucky, Florida, North Carolina, and Maryland—by driving growth across specialty retail and on‑site channels. This role leads strategic business planning, customer relationship management, and cross‑functional collaboration to deliver sustainable growth. The ideal candidate is a passionate, results‑oriented sales leader who thrives on building partnerships, translating insights into initiatives, and executing with discipline. By blending commercial strategy, operational leadership, and a deep understanding of customer dynamics, this leader will accelerate Coca‑Cola’s beverage performance and ensure our brands continue to inspire consumers across diverse retail experiences.

What You’ll Do for Us

• Lead annual and multi-year collaborative business planning processes with customers and internal teams, developing clear growth objectives, category programs, and partnership initiatives.
• Accurately forecast annual sales volume, revenue, and expenses while aligning with strategic goals and account priorities.
• Guide complex negotiations and influence decision‑making through fact‑based selling, data insights, and business case development that creates mutual value.
• Conduct regular business reviews with specialty retail partners to assess needs, resolve challenges, and uncover opportunities for continued growth.
• Monitor performance against business plans, track progress toward goals, and recommend new product or program adjustments based on insights and results.
• Build and maintain trusted relationships with customer executives, outlet managers, distributors, bottling partners, and internal stakeholders to ensure alignment across all levels of the organization.
• Partner with supply chain, product supply, and foodservice distributor teams to design direct supply strategies that enhance operational efficiency and product availability.
• Analyze market trends and communicate competitive intelligence across assigned territories to inform planning and strengthen commercial response.
• Collaborate across cross‑functional teams—including finance, marketing, revenue growth management, and operations—to leverage Coca‑Cola resources and deliver impactful results.
• Lead strategic discussions around innovation, sharing insights that anticipate consumer and customer needs while helping brands activate new commercial opportunities.
• Use data analytics and customer‑specific information such as sales patterns, store layouts, and traffic insights to recommend tailored business solutions and enhance performance.
• Serve as the go‑to resource for customer relationship management expertise within the Southeast Region, ensuring consistent service, operational excellence, and partnership engagement.
• Foster collaboration and accountability among bottling and distributor contacts to steward execution and promote shared success.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, or related field required.
• Minimum of 3 years of successful sales or account management experience within consumer packaged goods, foodservice, or retail environments.
• Demonstrated ability to develop and manage customer relationships that deliver long‑term business results.
• Proven experience negotiating and executing sales programs across multiple purchasing tiers and retail models.
• Analytical strength in building data‑driven business cases, interpreting customer feedback, and developing insights into actionable growth strategies.
• Ability to independently manage multiple priorities while maintaining strong attention to accuracy and detail.
• Exceptional communication, presentation, and relationship‑building skills across internal and external stakeholders.
• Comfort in fast‑paced, entrepreneurial environments with a collaborative and solution‑oriented approach.
• Understanding of retail and foodservice distribution channels strongly preferred.
• Demonstrated leadership abilities and a commitment to driving operational excellence across all aspects of sales engagement.

What We’ll Do for You

• Provide an opportunity to represent Coca‑Cola’s iconic and innovative brand portfolio—including Coca‑Cola, Simply, fairlife, and Topo Chico—across diverse specialty retail locations.
• Equip you with tools, data insights, and collaborative networks to deliver strategic customer engagement and measurable business growth.
• Enable opportunities to work with expansive customer segments spanning retail, entertainment, restaurant, and emerging on‑site environments.
• Foster development through exposure to sustainable business leadership practices, innovation projects, and ongoing professional growth opportunities.
• 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

• Account Management
• Business Planning
• Collaboration
• Communication
• Cross‑Functional Teamwork
• Customer Relationship Management (CRM)
• Customer Relationships
• Financial Analysis
• Negotiation
• Strategic Business Planning

Pay Range

Pay Range: United States: 116,500 - 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.

Location(s)

Location(s): United States of America City/Cities: Bloomington Travel Required: 00% - 25% Relocation Provided: No

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.

Equal Opportunity Employer

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.

Other Information

The Coca‑Cola Company is a global community of passionate employees who are refreshing the world and making a difference every day. Innovation has been at the heart of our story since 1886. It goes beyond new flavors and brands. Learn more about our system and how we’re making an impact. As a global organization, we seek opportunities to embrace and champion progress. Our careers span across functions and are globally connected to give you an unmatched career experience. We’re glad you’ve chosen to explore your next career opportunity with The Coca‑Cola Company. Learn more about our hiring process and pick up tips on how to showcase your experience and skills so you can stand out and thrive. The Coca‑Cola global business system is composed of The Coca‑Cola Company (TCCC), its subsidiaries and 225 bottling partners around the world. Search jobs throughout our system. Job Posting End Date: November 20, 2026