Senior Manager, Sales - Warehouse

The Coca-Cola Company; Irvine (CA); On-site; USD 140,000 - 190,000; Full time

Job summary

The Coca-Cola Company is seeking a Senior Manager, Sales – Warehouse to lead sales strategy, customer engagement, and commercial execution for warehouse-delivered customers in Irvine, CA. This role focuses on profitable growth through warehouse routes, broker/agency models, and close collaboration with bottling partners.

You will drive annual business planning, forecasting, promotions, and strategic initiatives across warehouse and DSD channels, leveraging data to optimize performance and

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• 5+ years of key account, sales, or customer management experience in beverages or CPG.
• Proven record in complex selling and negotiating large books of business.
• Strong analytical skills with Excel, Power BI, Nielsen experience.
• Experience developing customer price/package plans and promotions.
• Ability to coordinate across multiple stakeholders and cross-functional teams.

Responsibilities

• Lead warehouse-delivered sales strategy and customer engagement.
• Direct broker/agency relationships and set performance standards.
• Align DSD execution with warehouse initiatives and customer plans.
• Manage bottler relationships and cross-functional collaboration.
• Lead annual business planning, forecasting, and promotional initiatives.
• Drive pricing, assortment, and merchandising opportunities.

Skills

Key account management

Sales leadership

Negotiation

Analytical thinking

Cross-functional collaboration

Excel

Power BI

Nielsen data

Education

Bachelor’s degree in Business/Marketing

Tools

Excel

Power BI

Nielsen

Job description

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.

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.