Senior Sales Manager - Foodservice & On-Premise

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

Job summary

The Coca‑Cola Company in Irvine is seeking a Senior Sales Manager for Foodservice & On‑Premise to lead a portfolio of regional and national restaurant customers. You will drive account strategies, profitability, and growth across QSR, FSR, and Fast Casual channels.

You will manage senior relationships, forecast volume and revenue, and deploy joint plans with bottlers, distributors, and brand teams. This role emphasizes strategic problem solving, collaboration, and data‑driven selling, with

Qualifications

• Bachelor’s degree in Business, Marketing, or related field or equivalent experience.
• Minimum 3 years of successful sales account management experience, ideally within foodservice, hospitality, or consumer packaged goods.
• Proven ability to manage multiple customer relationships across QSR, FSR, and Fast Casual channels.
• Strong business acumen with experience in sales forecasting, contract negotiation, and revenue planning.
• Comfort and fluency in selling across all package forms (fountain, bottles, cans, etc.), integrating channel and consumer insights.
• Capability to interpret and analyze business data and apply findings to sales strategy and decision‑making.
• Excellent communication, relationship building, and presentation skills—able to engage both executives and operational teams.
• Demonstrated proficiency in collaboration and strategic problem solving with cross‑functional partners.
• Self‑driven and adaptable, able to balance multiple priorities independently while maintaining long‑term customer and business focus.
• Experience identifying competitive opportunities and converting them through strategic, insight‑led selling.

Responsibilities

• Lead account management for a portfolio of regional and national foodservice chain customers across QSR, FSR, and Fast Casual channels.
• Develop and execute Annual Business Plans (ABP) that forecast customer volume, revenue, and expense while identifying future growth opportunities.
• Build commercial solutions through understanding of customer operations, channel trends, and strategic objectives.
• Conduct regular business reviews to evaluate performance and reinforce the business relationship at multiple levels within the customer organization.
• Engage senior‑level buyers to secure alignment to new programs, menu opportunities, and beverage strategy activation.
• Lead outlet‑level audits to ensure executional excellence, contract compliance, and visibility to growth opportunities.
• Identify and convert competitive business using consultative selling and industry insights.
• Activate Coca‑Cola system resources to develop joint business plans with bottlers and distributors.
• Collaborate with cross‑functional teams to deploy category programs through customer engagement frameworks.
• Gather and interpret customer data to strengthen case for menu items, brand expansion, and channel growth.

Skills

Account Management

Business Development

Leadership

Forecasting

Negotiation

CRM

Strategic Planning

Education

Bachelor’s degree in Business/Marketing or related field

Tools

CRM

Office Suite

Job description

Job Description Summary

Opening At The Coca‑Cola Company, we refresh the world and make a difference by creating shared opportunities for growth through loved brands and trusted partnerships. The Senior Sales Manager – Foodservice & On‑Premise based in Irvine, California will lead a diverse portfolio of multi‑chain restaurant customers across Quick Service, Full Service, and Fast Casual channels. This role represents the front line of Coca‑Cola’s commercial success in foodservice, driving execution that expands our presence across every beverage package form while delivering value to customer operations and consumers alike. This position combines commercial strategy with relationship leadership, requiring a balance of data‑driven analysis, business insight, and collaboration to shape joint growth plans that enhance profitability and category performance. You will manage customer relationships at both senior leadership and outlet levels, developing business plans that connect portfolio innovation, consumer demand, and beverage strategy execution. The role is ideal for a sales leader who thrives on influence rather than authority—someone who uses curiosity, collaboration, and foresight to anticipate needs, solve challenges, and unlock new opportunities across the Foodservice & On‑Premise landscape.

What You’ll Do for Us

Lead account management for a portfolio of regional and national foodservice chain customers across QSR, FSR, and Fast Casual channels, ensuring performance against sales, volume, and profit targets. Develop and execute Annual Business Plans (ABP) that forecast customer volume, revenue, and expense while identifying future growth opportunities across all package forms. Build commercial solutions through strong understanding of customer operations, channel trends, and strategic objectives to position Coca‑Cola as the partner of choice. Conduct regular business reviews to evaluate performance, steward joint value creation, and reinforce the business relationship at multiple levels within the customer organization. Engage senior‑level buyers and decision‑makers to secure alignment and commitment to new programs, menu opportunities, and beverage strategy activation. Lead outlet‑level audits to ensure executional excellence, contract compliance, and visibility to growth opportunities. Identify and convert competitive business within target chains by using consultative selling, industry intelligence, and consumer insights. Activate Coca‑Cola system resources—including Bottler teams, Marketing, Finance, Revenue Growth Management, and Operations—to develop comprehensive joint business plans. Collaborate with cross‑functional teams to develop and deploy category programs through Coca‑Cola’s customer engagement frameworks (e.g., CAT, ARTM, CMAPT). Gather and interpret customer‑specific data (e.g., store sales, layout, average check, service trends) to strengthen the case for new menu items, brand expansion, and channel growth. Apply strategic thinking to anticipate future customer and channel needs, developing actionable recommendations that drive sustainable sales and lifetime partnership value. Solve day‑to‑day operational barriers and service issues promptly, collaborating with bottler and distribution teams to ensure consistent customer satisfaction.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, or related field or equivalent experience.
• Minimum 3 years of successful sales account management experience, ideally within foodservice, hospitality, or consumer packaged goods.
• Proven ability to manage multiple customer relationships across QSR, FSR, and Fast Casual channels.
• Strong business acumen with experience in sales forecasting, contract negotiation, and revenue planning.
• Comfort and fluency in selling across all package forms (fountain, bottles, cans, etc.), integrating channel and consumer insights.
• Capability to interpret and analyze business data and apply findings to sales strategy and decision‑making.
• Excellent communication, relationship building, and presentation skills—able to engage both executives and operational teams.
• Demonstrated proficiency in collaboration and strategic problem solving with cross‑functional partners.
• Self‑driven and adaptable, able to balance multiple priorities independently while maintaining long‑term customer and business focus.
• Experience identifying competitive opportunities and converting them through strategic, insight‑led selling.

What We’ll Do for You

Enable access to Coca‑Cola’s advanced commercial solutions, insights tools, and sales frameworks designed to support multi‑channel account growth. Provide opportunities to collaborate with bottlers, distributors, and brand teams to expand customer portfolios in dynamic regional markets. Support learning and career growth through exposure to cross‑functional commercial planning, innovation, and business analytics capabilities. Offer meaningful opportunities to make customer, consumer, and system impact through hands‑on relationship and business development leadership.

Skills

• Account Management
• Business Development
• Business Planning
• Communication
• Consultative Sales Management
• Contract Agreements
• Customer Relationship Management (CRM)
• Decision Making
• Forecasting Process (Inactive)
• Leadership
• Marketing
• National Account Sales
• Negotiation
• Pitch Presentations
• Sales Forecasting
• Sales Management
• Sales Process
• Teamwork

Pay Range

United States: 119,000 - 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.

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.

Job Details

Location(s): United States of America. City/Cities: Irvine. Travel Required: 00% - 25%. Relocation Provided: No. Job Posting End Date: October 16, 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. 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.

Eligibility and Visa

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.

Employer 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. 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.