Senior Manager, National Sales

4 weeks ago

Atlanta, United States The Coca-Cola Company Full time
As the Senior Manager, National Sales, this role is pivotal in fostering and managing the business relationship with Circle K across NAOU Led regions, working closely with the integrated account team and customer bottlers. The primary responsibilities include developing and implementing Annual Business Plans that align with Coca-Cola's business objectives, serving as a strategic expert for designated Circle K Regions, and ensuring the flawless execution of programs within the bottling system. This position requires a deep understanding of strategic planning, business systems, and operational philosophies to drive cohesive strategies and achieve targeted growth within the Coca-Cola portfolio.

Function: Business Development and Customer Relationship Management

Key Responsibilities:
  • Strategic Planning: Collaborate with customers, bottlers, and internal stakeholders to create and refine an Annual Business Plan. This plan will detail strategic initiatives and approaches aimed at driving Coca-Cola's growth, ensuring it aligns with all parties' expectations and objectives.
  • Execution and Development: Oversee the implementation of the business plan and marketing strategies to achieve targeted volume, profit, and customer satisfaction. This includes ensuring that all activities are developed and executed in accordance with the commitments made to stakeholders during the acquisition phase or stewardship planning.
  • Customer Satisfaction and Relationship Management: Enhance customer satisfaction levels and maintain a mutually beneficial relationship. This involves effective communication with all key decision-makers and influencers within the customer's organization, ensuring a win/win outcome for all involved.
  • Communication and Strategy Implementation: Facilitate ongoing communication between the Coca-Cola bottler system and the customer's field network. This is crucial for the consistent application of the strategies outlined in the Annual Business Plan across all touchpoints.
  • Resource Alignment: Coordinate with internal resources to ensure the timely and budget-conscious implementation of marketing and operational initiatives as per the agreed plan.
  • Customer Insight: Serve as the primary point of contact and expert on the customer within the Coca-Cola system. This includes understanding the customer's objectives, strategies, positioning, and needs, and ensuring that Coca-Cola's programs are tailored to meet these requirements.
  • Operational Problem Solving: Address and resolve operational or exceptional issues that arise with customers or within the bottler network, ensuring minimal disruption to business activities.
  • Budget Management and Forecasting: Take responsibility for forecasting, budget management, and ensuring financial targets are met, maintaining a balance between achieving growth objectives and financial stewardship.


Education Requirements:

Bachelor's degree in business or related background preferred. Masters Preferred.

Related Work Experience:
  • Valuable experience in beverage or consumer packaged goods.
  • Proficient in developing pricing and packaging strategies for clients.
  • 7-10 years of advanced account management experience in a major consumer goods company.
  • Expertise in complex sales, including designing and implementing tailored promotional programs and initiatives.
  • In-depth knowledge of the Coca-Cola bottling network, supply chain, IT infrastructure, and strategic business planning.
  • Comprehensive understanding of program operations and execution.
  • Familiarity with trade fund management and business analytics.
  • Broad general management skills.
  • Broad understanding of Digital capabilities.
  • Sustainability mindset.
  • Demonstrated ability to address and balance the needs of various stakeholders within different business systems.


Travel - 25% to 50%
  • Customer & Commercial: Dev/Comm to Bottlers/Retails Sales Org - Develop and communicate to Bottlers, Retails Sales Organization (DSD & warehouse business) regarding promotional packaging production and key deadlines to ensure promotions are properly executed.
  • Customer & Commercial: Obtain Coca-Cola Sys Alignment - Obtain Coca-Cola System alignment by following Operating Processes, Cold Drink Executive Committee Approval, Customer Marketing Agreement Committee (CMAC) approval and Bottler/Distributor agreement to obtain system approval of plan.
  • Customer & Commercial: Activate Sys to Dev/Impl Bus Plan/Sol - Activate The Coca-Cola Company System (e.g., cross-functional team members, segment resources) to develop and implement business plan/solution that meets customer needs and drives beverage category profit and volume.
  • Customer & Commercial: Orchestrate Deployment of Resources - Orchestrate the deployment of resources from Coca-Cola and customer systems (e.g., people, information, financial, management information system) to assure profitable growth for customer and Coca-Cola system.


Skills

Pricing Strategies; Contracts; Sales Process; Client Relationship Management; Microsoft Office; Persuasion; Communication; Sales Cycle; Key Accounts; Marketing; Negotiation; Project Management

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