Senior Manager, Sales - Warehouse

Coca-Cola; California; On-site; USD 130,000 - 190,000; Full time

Job summary

The Senior Manager, Sales - Warehouse at Coca-Cola will lead warehouse-delivered sales, driving customer engagement and commercial execution across assigned retail partners. The role focuses on profitable growth through the warehouse route-to-market and broker/agency model, while supporting DSD execution and coordinating with bottling partners.

You will develop annual business plans, forecast promotions, optimize assortment and pricing, and lead cross-functional teams to ensure aligned customer

Qualifications

• Bachelor's degree in Business, Marketing, or a related field preferred.
• 5+ years of key account, sales, or customer management experience within beverage or CPG industry.
• Demonstrated success in sales, complex selling, negotiation, and managing a medium-to-large book of business.
• Strong analytical capabilities, with experience leveraging Excel, Power BI, Nielsen, and other data sources to identify opportunities and drive business decisions.
• Experience developing and managing customer price/package plans, promotional strategies, and commercial programs.
• Proven ability to manage the needs and priorities of multiple stakeholders across complex business systems and translate customer priorities into actionable business plans.
• Demonstrated ability to develop, sell in, and execute customer promotional programs, innovation, and key strategic initiatives.
• Experience working across Warehouse and DSD routes-to-market, including managing execution through brokers/sales agencies and collaborating with bottling partners.
• Ability to build strong relationships across customers, brokers, bottlers, and internal cross-functional teams to drive alignment and execution.
• Proven ability to lead and influence through indirect teams, including brokers, bottling partners, and cross-functional stakeholders, without direct reporting authority.
• Strong business development and joint business planning capabilities, with a track record of identifying and delivering growth opportunities.
• Self-motivated with a strong work ethic, high level of accountability, and exceptional drive for results.
• Excellent written and verbal communication skills, with the ability to translate complex data and insights into clear, compelling recommendations and customer-facing stories.

Responsibilities

• Lead warehouse-delivered sales by developing and executing customer and channel strategies.
• Build strong relationships with customer decision-makers to align joint business plans.
• Lead the sales agency/broker relationship with clear priorities and accountability.
• Support DSD execution and align customer plans with warehouse initiatives.
• Manage bottler relationships to align on strategies and execution.
• Integrate route-to-market strategies across warehouse, DSD, brokers, bottlers, and customers.
• Lead annual business planning, forecasting, promotions, and key selling initiatives.
• Drive assortment, distribution, pricing, promotions, and merchandising across customers.
• Use data to identify opportunities, measure performance, and implement corrective actions.
• Collaborate across functions to deliver customer commitments.
• Identify whitespace opportunities to expand distribution and recruit consumers.
• Oversee profitability of customer investments and commercial resources.

Skills

Key account management

Negotiation

Analytical skills

Cross-functional collaboration

Strategic thinking

Executive communication

Data-driven decisions

Education

Bachelor's degree in Business/Marketing or related field

Tools

Excel

Power BI

Nielsen data

Job description

Job Description Summary:

The Senior Manager, Sales - Warehouse is responsible for leading sales strategy, customer engagement, and commercial execution across assigned warehouse-delivered retail customers. The role will primarily focus on accelerating profitable growth through the warehouse route-to-market and broker/agency model, while also supporting DSD execution and building strong relationships with Coca-Cola bottling partners to ensure aligned customer plans and marketplace execution.

Key Responsibilities

• Warehouse Sales Leadership : Develop and execute customer and channel strategies that accelerate volume, revenue, profitability, and share growth, with primary responsibility for the warehouse-delivered business.


• Customer Leadership : Build strong relationships with key customer decision-makers and translate customer priorities into actionable joint business plans.


• Broker/Agency Leadership : Lead the sales agency/broker relationship, establishing clear priorities, performance expectations, execution standards, and accountability.


• DSD Execution : Support DSD business priorities and execution across assigned customers, ensuring alignment between customer plans, warehouse initiatives, and in-market execution.


• Bottler Relationship Management : Build and maintain strong partnerships with Coca-Cola bottling partners, aligning on customer strategies, execution priorities, opportunities, and issue resolution to deliver against shared business objectives.


• Route-to-Market Integration : Connect Warehouse, DSD, broker, bottler, and customer strategies to deliver a cohesive approach to the marketplace and maximize total Coca-Cola system opportunities.


• Business Planning : Lead annual business planning, customer strategies, forecasting, promotional planning, innovation launches, and key selling initiatives.


• Commercial Execution : Drive assortment, distribution, pricing, promotion, merchandising, and innovation opportunities across assigned customers.


• Performance Management : Leverage sales, category, customer, and market data to identify opportunities, measure performance, and drive corrective actions.


• Cross-Functional Leadership : Partner across category, revenue growth management, shopper marketing, supply chain, finance, operations, and other functions to deliver customer commitments.


• Strategic Growth : Identify whitespace opportunities and develop plans to expand distribution, improve assortment, increase velocity, and recruit consumers.


• Financial Stewardship : Manage customer investments and commercial resources with disciplined focus on profitable, sustainable growth.

Qualifications & Requirements

• Bachelor's degree in Business, Marketing, or a related field preferred.


• 5+ years of key account, sales, or customer management experience within the beverage or consumer packaged goods industry.


• Demonstrated success in sales, complex selling, negotiation, and managing a medium-to-large book of business.


• Strong analytical capabilities, with experience leveraging Excel, Power BI, Nielsen, and other data sources to identify opportunities and drive business decisions.


• Experience developing and managing customer price/package plans, promotional strategies, and commercial programs.


• Proven ability to manage the needs and priorities of multiple stakeholders across complex business systems and translate customer priorities into actionable business plans.


• Demonstrated ability to develop, sell in, and execute customer promotional programs, innovation, and key strategic initiatives.


• Experience working across Warehouse and DSD routes-to-market, including managing execution through brokers/sales agencies and collaborating with bottling partners.


• Ability to build strong relationships across customers, brokers, bottlers, and internal cross-functional teams to drive alignment and execution.


• Proven ability to lead and influence through indirect teams, including brokers, bottling partners, and cross-functional stakeholders, without direct reporting authority.


• Strong business development and joint business planning capabilities, with a track record of identifying and delivering growth opportunities.


• Self-motivated with a strong work ethic, high level of accountability, and exceptional drive for results.


• Excellent written and verbal communication skills, with the ability to translate complex data and insights into clear, compelling recommendations and customer-facing stories.

What We Can Do For You

• Iconic & Innovative Brands: Our portfolio represents over 250 products with some of the most popular brands in the world, including Coca-Cola, Simply, Fairlife & Topo Chico.


• Expansive & Diverse Customers: We work with a diversified group of customers which range from retail & grocery outlets, theme parks, movie theatres, restaurants, and many more each day.

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 positio