Director, National Sales - Food Discounters Channel

Job Description Summary:

At The Coca‑Cola Company, we craft loved brands and deliver them sustainably for a better shared future. Our success is shaped by innovation, bold strategies, and strong customer partnerships that anticipate evolving consumer needs. As Director of National Sales for the Food Discounters Channel within our North America Operating Unit (NAOU), you will lead growth initiatives across a unique and fast-changing retail landscape, driving solutions that connect our portfolio to millions of consumers both in-store and online.

This role demands strategic vision and operational execution, leveraging data-driven insights and end-to-end collaboration to build joint business plans that set new standards for category performance. By transforming shopper analytics and e-commerce trends into actionable plans, you will unlock incremental opportunities and bring our iconic brands to life across omnichannel environments. If you are a collaborative leader energized by innovation and results, and passionate about creating value in retail partnerships, then this is the opportunity to make a measurable impact at scale while shaping the future of Coca‑Cola in food discounter channels nationwide.

What You’ll Do for Us

• Lead the development and delivery of multi-year Joint Business Plans with Food Discounter accounts, incorporating best-in-class practices across assortment, packaging, pricing, merchandising, and digital shopper marketing.

• Drive omnichannel strategies that integrate physical and digital retail environments to accelerate portfolio visibility, consumer reach, and category growth.

• Serve as the primary partner to buyers and customer decision-makers, ensuring plans align with operational priorities and future trend insights.

• Collaborate closely with cross-functional Coca‑Cola teams—including Commercial, Brand, Finance, Supply Chain, and ARTM—alongside bottling system partners to enable joint execution across all routes to market.

• Translate consumer, shopper, and e-commerce insights into innovative growth platforms that maximize in-store and online performance.

• Oversee planning and execution of promotional activity, leveraging retailer data and big-picture analytics to optimize impact and ROI.

• Enhance supply chain efficiency and service standards through coordinated initiatives, unlocking faster and more profitable growth for Coca‑Cola and customers.

• Influence strategic initiatives by championing new tools, data capabilities, and modern solutions across customer and internal operational workflows.

• Establish governance routines to track financial and operational performance against targets, identifying areas for acceleration and risk mitigation.

• Cultivate a collaborative, inclusive environment that lifts capability across broker and bottler partnerships, supporting sustainable growth outcomes for the channel.

Requirements & Qualifications

• Bachelor’s degree required; advanced degree preferred.

• Minimum of 7+ years’ experience in sales, account leadership, or business development within consumer goods or beverage industries.

• Proven ability to partner with national retailers and drive growth strategies across multiple touchpoints, including digital commerce.

• Strong analytical thinking and proficiency in interpreting syndicated data, retailer analytics, and shopper insights to inform decisions.

• Leadership experience in influencing cross-functional teams and external stakeholders, with demonstrated capability in negotiation and strategic problem solving.

• Knowledge of supply chain processes and willingness to execute solutions that enhance operational efficiency in dynamic retail environments.

• Digital and technology fluency, with an openness to AI-powered forecasting and data management tools.

• Willingness to travel approximately 25% to engage with customers, bottlers, and internal teams.

• Resilient, adaptive mindset with a capacity for managing complexity across fast-paced retail channels.

What We’ll Do for You

• Provide an influential scope that allows you to shape retail strategies and customer engagement for one of Coca‑Cola’s most dynamic sales channels.

• Equip you with powerful digital tools, actionable insights, and collaborative networks for driving category innovation and long-term growth.

• Offer career development opportunities that expand leadership impact while deepening future-forward capabilities in retail strategy.

• Enable direct contribution to evolving omnichannel experiences and building customer strategies that transform the market.

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.

Skills:

Account Planning, Consultative Sales Management, Cross-Functional Collaboration, Customer Engagement, Data Analytics, Decision Making, Digital Fluency, Growth Mindset, Influencing, Innovation, Joint Business Planning, Marketing, Negotiation, Omnichannel Strategy, Partnership Development, Retail Category Management, Sales, Sales Process, Shopper Analytics, Supply Chain Optimization

Pay Range:

United States of America: 141,000 USD - 165,200 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:

30

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):

United States of America

City/Cities:

Atlanta

Travel Required:

00% - 25%

Relocation Provided:

Yes

Job Posting End Date:

August 21, 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. 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.