Sales Manager

4 weeks ago

Atlanta, United States The Coca-Cola Company Full time

The Sales Manager will oversee a foodservice customer portfolio in Atlanta, GA. The role demands a comprehensive understanding of customer business needs, proficiency in identifying and addressing operational challenges, and skill in negotiating value-driven relationships with C-Suite executives. The Sales Manager will execute key priorities to propel the success of the customer portfolio and Coca-Cola's sales growth.

Function Specific Activities

  • Manage an Atlanta-based customer portfolio with a clear vision and strategic approach to achieve the Annual Business Plan (ABP). Accomplish this by harnessing best-in-class consumer insights, promoting category-leading brands, utilizing commercialized tools, fostering robust collaboration, and driving innovative solutions.
  • Conduct regular business reviews with customers, providing channel-specific consumer insights, updates on the channel landscape, outlet-level audits, contract compliance evaluations, and expert recommendations. These efforts will secure your position as a trusted advisor at the customer's leadership table and drive mutual success.
  • Identify and secure competitive and new customers through proactive outreach, relationship building, and strategic market analysis. Utilize a deep understanding of customer needs and market trends to develop compelling sales propositions, ensuring our products gain a broader market share and achieve sustained growth.
  • Contract negotiation with the customers C-suite, third-party consultants, and the Coca-Cola system to enhance and formalize the partnership, growing both system revenue and brand availability.
  • Engage with and leverage a networked organization to become a channel expert. Share successes with peers across the Coke system and continuously learn and deploy best practices from around the globe to support the delivery of the Annual Business Plan (ABP).

Qualification & Requirements

  • Fluency in Spanish (both spoken and written) is essential.
  • Bachelor's degree or equivalent work experience is required.
  • 3-5 years of successful sales account management experience.
  • Demonstrated sales lead development and account cultivation.
  • Experience with ongoing relationship building and the ability to identify and address customer needs.
  • Proven track record of securing sales of various offerings, working with multiple levels of purchasing tiers.
  • Strong communication, technical presentation, sales negotiation, and closing techniques.
  • Demonstrated ability to manage multiple priorities without direct supervision effectively.
  • Proven ability to identify customer needs based on feedback from the customer as well as through the use of technical knowledge.

Location: Atlanta, GA

Travel: 10%

Leadership Behaviors:

  • Be the Role Model: live the growth behaviors and act with a growth mindset, build an environment of trust and safety, and seek the right outcome, not the comfortable one.
  • Set the Agenda: dream big and establish a compelling vision, bring the outside in by shamelessly borrowing and reapplying, and disagree then commit.
  • Help People Be Their Best Selves: build and develop talent, serve as a coach and a connector, and make your passion irresistible.

Skills:

  • Prospecting, Analytical Thinking, Business Planning, Contract Negotiations, Customer Negotiations, Influencing, Leadership, and Strategic Selling.


SkillsBusiness Planning; Influencing; Sales Process; Account Management; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Marketing; Pitch Presentations; Customer Insights; Consultative Sales Management; Contracts; Sales Forecasting; Communication; National Account Sales; Sales Negotiations; Decision Making; Strategic Selling; Business DevelopmentPDN-9d77e8f2-5ec0-4902-bca6-3fd09fb7f46a

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