Senior Director of Sales, Natural Channel

The information below covers the role requirements, expected candidate experience, and accompanying qualifications.

The Senior Director, Natural Channel Lead at The Coca-Cola Company will be tasked with defining the vision and strategy for the Natural Channel business in North America and executing the Annual Business Plan.

Reporting to the VP of Emerging Channels, this role includes leading a team of four direct reports as well as collaborating with cross-functional partners to ensure customer and partner success while achieving business goals and fostering innovation focused on people and environmental initiatives.

Key Responsibilities :

• Serve as the subject matter expert on Natural Channel retail trends, best practices, and shopper insights to develop actionable strategies that grow the Naturals business.
• Formulate and communicate a strategic vision for the Natural Channel that aligns with the company's overall goals and inspire the organization to explore the potential of this channel.
• Lead, mentor, and develop a high-performing team of four National Sales Executives, along with brokers and cross-functional partners, to achieve customer success and business objectives.
• Exhibit strong organizational agility and motivational leadership to secure resources and support for Natural Channel growth.
• Build and maintain strong relationships with retail and distributor customers in the natural channel (e.g., Whole Foods, Sprouts, UNFI, KeHE), ensuring Coca-Cola’s offerings meet their needs and objectives.
• Develop and implement comprehensive annual business plans outlining key strategies and growth initiatives for profitability and customer satisfaction.
• Cultivate robust internal partnerships to ensure alignment and seamless execution of initiatives.
• Ensure flawless program execution by coordinating with system resources, customers, distributors, brokers, and bottlers.
• Collaborate with broker partners and leadership to enhance management and growth efforts for the natural channel.
• Act as a key expert on natural channel customers, offering insights and guidance to internal stakeholders.
• Influence brand and R&D teams on natural nutritional requirements to drive portfolio innovations that appeal to natural consumers and shoppers.
• Foster strategic partnerships with brand and innovation teams to integrate their efforts into the Natural Channel growth strategy.
• Utilize advanced analytical, Excel, modeling, and revenue growth management skills to drive informed business decisions.

Qualifications :

• Bachelor’s degree in Business, Marketing, or a related field (MBA preferred).
• Minimum of 10 years’ experience in sales, marketing, or customer management within the Consumer Packaged Goods industry.
• Demonstrated ability to lead cross-functional teams; prior people leadership experience is advantageous.
• Extensive experience in account management, marketing, the Natural Channel, and operations within a team environment. Familiarity with Trade Management, Promotions Optimization, and Revenue Growth Management is beneficial.
• Proven ability to build strong partnerships with customers and internal stakeholders, including Acosta.
• Experience in managing strategic partnerships, particularly with key brands such as Topo Chico.
• Exceptional communication, negotiation, and relationship-building skills.
• Strong analytical, Excel, modeling, and revenue growth management skills.
• Ability to influence and collaborate with brand, R&D, and cross-functional teams.

What We Can Offer You :

• Iconic & Innovative Brands : Access to a portfolio of over 250 products, including some of the world's most popular brands such as Coca-Cola, Simply, Fairlife, and Topo Chico.
• Expansive & Diverse Customers : Collaboration with a diverse range of customers including retail & grocery outlets, theme parks, movie theatres, restaurants, and many more, offering dynamic and varied work experiences.

Salary : $158,000 - $187,000

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