The Director of Sales role will be responsible for identifying opportunities for profitable growth within designated customers or retail channels, oversee development and successful selling of customer plans for national retail chains, build enduring relationships with senior management of national retail chain accounts, and provides strategic direction and leadership to a team of NRS (National Retail Sales) Account Executives responsible for system volume, gross profit, and execution with the designated retail customers. Strategy Work with the NRS and Region Sales organizations.
Influence NRS, Region, and Independent Bottler leadership via steering committees processes to the extent differing opinions are heard, consensus is reached, and action plans are developed and executed in a collaborative manner.
Leadership - Provide overall Coca-Cola system leadership on the designated channel and customer responsibility
Provides leadership and direction to account management team calling on retail customers across NRS and the Region
Coach, mentor and develop the sales team to ensure their professional development and to ensure that the organization's need for future leaders is consistently met
Demonstrate to the customer's senior executives the leadership and stewardship of our business relations and performance execution
Develop and execute the tactical plans to meet defined goals, including negotiation of our annual agreement, our price/package plans and all promotional plans
Coordinate execution requirements with all appropriate Coca-Cola system constituents to ensure customer plans meet overall business objectives and strategies
Ensure comprehensive vertical and horizontal call coverage within the customers' organizational structure
Lead and steward top to top calls with designated customers
Lead in the development of all execution targets and use of appropriate tracking and performance measuring tools
Responsible for leading the annual planning process for NRS designated customers
Ensures linkage of price/package customer planning with the NRS and Region PRGM business development processes
Leverage the multi-functional capabilities of the Coca-Cola system
Requirements:
Bachelor's degree or equivalent work experience with a high school diploma
5+ years in consumer goods industry
5+ years in sales/marketing or major account management
3+ years managing professional sales people
Experience working with market research data, including Nielsen
Experience in developing successful annual business plans and price/package plans for retail customers
Strong analytical, verbal and written communications skills are a must.
Proficiency in the following computer applications: Microsoft Office (Excel, Word, Power Point, and Access)
EXPERIENCE PREFERRED
Minimum of 2 years in the Coca-Cola sales system.
Working knowledge of CTM/CMA systems desirable.
Experience using UFP, KAEP's, Margin Minder.
TRAVEL REQUIRMENTS
- 30% of the time
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