Senior Sales Manager

Coca-Cola HBC; Athens (GA); On-site; USD 119,000 - 146,000; Full time

Job summary

The Coca-Cola Company is seeking a Senior Sales Manager – Foodservice On-Premise in Atlanta to lead a strategic customer portfolio, drive the annual business plan, and align joint business plans with Coca-Cola’s commercial objectives.

You will use data-driven insights and collaboration with bottlers and cross-functional teams to grow share, negotiate with senior stakeholders, and translate category trends into practical solutions that create competitive advantage.

Qualifications

• Bachelor’s degree or equivalent work experience.
• 5+ years of successful sales account management experience.
• Experience with ongoing relationship building and the ability to identify and address customer needs.
• Proven track record of securing sales of various offerings, working with multiple levels of purchasing tiers.
• Strong communication, technical presentation, sales negotiation, and closing techniques.
• Demonstrated ability to manage multiple priorities without direct supervision.

Responsibilities

• Manage a customer portfolio with a clear vision and strategic approach to achieve the Annual Business Plan (ABP).
• Conduct regular business reviews with customers, providing channel-specific consumer insights and expert recommendations.
• Contract negotiation with customers’ C-suite and Coca-Cola system to grow revenue and brand availability.
• Engage with and leverage a networked organization to become a channel expert across the Coke system.
• Identify and secure competitive and new customers through proactive outreach and market analysis.
• Develop compelling sales propositions using deep customer needs and market trends.

Skills

Prospecting

Analytical Thinking

Business Planning

Contract Negotiations

Customer Negotiations

Influencing

Leadership

Strategic Selling

Business Development

Business Reviews

Communication

Customer Relationships

Discovery

Negotiation

Personal Initiative

Prioritization

Relationship Building

Sales Management

Systems Thinking

Teamwork

Education

Bachelor’s degree or equivalent

Job description

Job Description Summary

Job Description Summary: The Senior Sales Manager – Foodservice On-Premise will lead a portfolio of strategic customers in the Atlanta market, delivering on key business priorities that drive Coca‑Cola’s growth and strengthen partnerships across the system. This role is accountable for owning customer relationships at the highest level, leveraging a consultative approach to align joint business plans with Coca‑Cola’s commercial objectives. You will combine strategic planning, data-driven insights, and executional excellence to achieve the Annual Business Plan (ABP), increase on-shelf availability, and identify incremental revenue opportunities. The position requires expertise in contract negotiation with senior stakeholders, fluency in navigating complex operating environments, and the ability to translate category trends into practical solutions that enhance customer value and create competitive advantage. Acting as a connector across the Coca‑Cola system, you will partner with bottlers, cross‑functional teams, and industry networks to ensure flawless execution and long‑term growth.

Function Specific Activities

• Manage a customer portfolio with a clear vision and strategic approach to achieve the Annual Business Plan (ABP). Accomplish this by harnessing best‑in‑class consumer insights, promoting category‑leading brands, utilizing commercialized tools, fostering robust collaboration, and driving innovative solutions.
• Conduct regular business reviews with customers, providing channel‑specific consumer insights, updates on the channel landscape, outlet‑level audits, contract compliance evaluations, and expert recommendations. These efforts will secure your position as a trusted advisor at the customer's leadership table and drive mutual success.
• Contract negotiation with the customers C‑suite, third‑party consultants, and the Coca‑Cola system to enhance and formalize the partnership, growing both system revenue and brand availability.
• Engage with and leverage a networked organization to become a channel expert. Share successes with peers across the Coke system and continuously learn and deploy best practices from around the globe to support the delivery of the Annual Business Plan (ABP).
• Identify and secure competitive and new customers through proactive outreach, relationship building, and strategic market analysis.
• Utilize a deep understanding of customer needs and market trends to develop compelling sales propositions, ensuring our products gain a broader market share and achieve sustained growth.

Qualification & Requirements

• Bachelor’s degree or equivalent work experience is required.
• 5+ years of successful sales account management experience.
• Experience with ongoing relationship building and the ability to identify and address customer needs.
• Proven track record of securing sales of various offerings, working with multiple levels of purchasing tiers.
• Strong communication, technical presentation, sales negotiation, and closing techniques.
• Proven ability to identify customer needs based on feedback from the customer as well as through the use of technical knowledge.
• Demonstrated ability to manage multiple priorities without direct supervision effectively.

Location: Atlanta, GA Travel: 20% - 25%

Leadership Behaviors

• Be the Role Model: live the growth behaviors and act with a growth mindset, build an environment of trust and safety, and seek the right outcome, not the comfortable one.
• Set the Agenda: dream big and establish a compelling vision, bring the outside in by shamelessly borrowing and reapplying, and disagree then commit.
• Help People Be Their Best Selves: build and develop talent, serve as a coach and a connector, and make your passion irresistible.

Skills

• Prospecting
• Analytical Thinking
• Business Planning
• Contract Negotiations
• Customer Negotiations
• Influencing
• Leadership
• Strategic Selling
• Business Development
• Business Reviews
• Communication
• Customer Relationships
• Discovery
• Influencing
• Leadership
• Negotiation
• Personal Initiative
• Prioritization
• Relationship Building
• Sales Management
• Systems Thinking
• Teamwork

Sponsorship Statement

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.

Pay Range

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

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)

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

Job Posting End Date

Job Posting End Date: September 18, 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.

Equal Opportunity Statement

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.

Privacy Statement

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.

Company Overview

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. 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.