The Director, Area Sales role is responsible for managing a team of account executives that is responsible for driving sustainable value to a large NFSOP portfolio that includes regional and national chain customers.
They are responsible for understanding customer's business needs, identifying and managing issues faced, and opportunities with various customer buyers in order to develop viable solutions while building value based relationships. They are also responsible for developing their team to be future sales leaders in the Company.
Function Related Activities/Key Responsibilities
Provide technical, customer relations, and personnel management for major programs and projects.
Conduct regular business reviews with customers in order to monitor relationship, re-affirm strategies linked to needs and steward the business, operational and/or personal value created for the customer by The Coca-Cola Company.
Build business plan/solution and contingency plan in collaboration with the customer using information collected during the account discover process to ensure plan meets customer needs.
Participate in contract negotiations/re-negotiations with customer and Coca-Cola system in order to formalize the agreement.
Manage and lead the development of associates. Provide direct reports with leadership, direction and coaching to achieve work objectives and improve performance and skill.
Create and execute Annual Business Plan for specific customer in order to monitor relationship, re-affirm strategies linked to needs and steward the business.
Education Requirements:
Bachelor's Degree or equivalent work experience
Related Work Experience:
5-7 Years Strategic Sales Experience
1-2 Years Direct Leadership Experience
Functional Skills:
Create Options to Increase Business Growth
Develop and Implement Business Plan and Solutions
Develop Selling Strategy, Lead w/ Team Members
Negotiate/Renew and Grow Exiting Business, Sign New Customers
Job Requirements:
Years of Experience:
Leadership Behaviors:
DRIVE INNOVATION: Generate new or unique solutions and embrace new ideas that help sustain our business(encompassing everything from continuous improvement to new product and package innovation).
COLLABORATE WITH SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders to approximately stretch and impact the System (Company and Bottler).
ACT LIKE AN OWNER: Deliver results, creating value for our Brands, our System, our customers, and key stakeholders.
INSPIRE OTHERS: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible.
DEVELOP SELF AND OTHERS: Develop self and support others' development to achieve full potential.
Growth Behaviors:
GROWTH MINDSET: Demonstrates curiosity. Welcomes failure as a learning opportunity.
SMART RISK: Makes bold decisions/recommendations.
EXTERNALLY FOCUSED: Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices or ideas.
PERFORMANCE DRIVEN AND ACCOUNTABLE: Has high performance standards. Outperforms her/his peers.
FAST/AGILE: Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.
EMPOWERED: Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.
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