Senior Manager, Sales - Warehouse

0101 Coca-Cola North America; Irvine (CA); On-site; USD 119,000 - 146,000; Full time

Job summary

The Coca-Cola Company in Irvine, CA is hiring a Senior Manager, Sales – Warehouse to lead warehouse-delivered sales strategy and strategic customer engagement across key retailers. You will steer broker/agency partnerships, manage DSD execution, and collaborate with bottling partners to align on plans and drive profitable growth within the Coca-Cola system.

This role requires strong leadership, analytics, and the ability to translate data into actionable plans that lift volume and margin while

Qualifications

• Bachelor's degree in Business, Marketing, or related field preferred.
• 5+ years of key account, sales, or customer management experience in beverage or consumer packaged goods.
• Proven sales success, complex selling, negotiation, and managing a medium-large book of business.
• Strong analytical capabilities using Excel, Power BI, Nielsen, and other data sources.
• Experience developing customer price/package plans, promotions, and programs.
• Ability to manage multiple stakeholders across complex systems and translate priorities into action.

Responsibilities

• Lead warehouse sales strategy and execution for warehouse-delivered customers.
• Build relationships with customer decision-makers and translate priorities into plans.
• Lead broker/agency relationships with clear priorities and accountability.
• Support DSD execution aligning plans with warehouse initiatives.
• Manage bottler relationships and align on opportunities and priorities.
• Drive cross-functional collaboration across categories, revenue, marketing, finance, and supply chain.

Skills

Warehouse sales leadership

Customer leadership

Broker/agency leadership

DSD execution

Bottler relationship management

Route-to-market integration

Business planning

Commercial execution

Performance management

Cross-functional leadership

Strategic growth

Financial stewardship

Analytical capabilities

Excel

Power BI

Nielsen

Microsoft Office

Education

Bachelor’s degree

Tools

Excel

Power BI

Nielsen

Microsoft Office

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.

Skills

• Client Service, Communication, Contract Agreements, Key Accounts, Marketing, Microsoft Office, Negotiation, Persuasion, Pricing Strategies, Sales Cycle, Sales Process, Waterfall Model

Pay Range

United States: 119,000 - 145,800 USD Base pay offered may vary depending on geography, job‑related knowledge, skills, and experience.

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

Location(s): United States of America City/Cities: Irvine Travel Required: 26% - 50% Relocation Provided: No

Job Posting End Date: October 25, 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.

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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.

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