Sr. Director, Field Sales

BODYARMOR Sports Nutrition (BASN) is an exciting and innovative company offering premium sports and active hydration products under the fan loved BODYARMOR and POWERADE brands. BASN is backed by one of the most iconic global brands- The Coca-Cola Company, which acquired BASN in 2021. We are driven by passion, grit, teamwork, and the vision of becoming #1 in Sports Hydration. You'll be on the forefront of an exciting and rapidly growing industry as BASN expands its portfolio and enters new markets. We are looking for talented and passionate people who want to grow and win with us. We are committed to fostering an inclusive company culture, where diversity of thought, background and experience is celebrated and we know peak performance comes when our employees can bring their authentic selves to work.

BODYARMOR is looking for a Sr. Director Field Sales based in Salt Lake City, Utah to join our team.

The Sr. Director Field Sales is responsible for delivering the company's annual goals and KPIs for their respective geography with primary assignment and accountability for one top Coke bottler and the applicable BA regional support team. This is a high impact individual who can deliver best-in-class execution plans driving revenue and profit for the region. This role is the day-to-day point person for the mid-Senior level personnel at the top bottler and additional mainstream Coke bottlers that fall within the division. This function requires a finesse and capability to influence significant decision makers that meets regional goals and initiatives. Role must negotiate with their bottlers to align with our key priorities, platform focuses, investments, tactics, and localized support plan– while meeting Company framework for divisional volume, profitability, consumer metrics and local market share goals. Key leader of team comprised of field-based sales & marketing employees in addition to collaboration with multiple cross functional touch points in customer, commercial, marketing and operations at BODYARMOR.

A successful Sr. Director Field Sales is one who can collaborate with DVP, commercial, marketing and customer counterparts to create regional level plans leveraging critical capabilities (customer & bottler acceleration strategies and tactics, regional marketing activation, channel & retail strategies, segmentation, innovation) for key customers and bottlers within the designated territories.

RESPONSIBILITIES:

Focus, Scope, & Impact:

• Work with the system on the following parameters to spearhead field leadership:
• Performance of the company in achieving volume & revenue growth within their region primarily focused on their one Top Coke bottler.
• Influence executive leadership regarding matters of strategic importance to the organization to maximize the brand's productivity within their respective division.
• Participate and provide bottler input, insights, and expertise to help shape annual company strategies and objectives.
• Flawless execution of brand's marketing plans in addition to implementation of localized tactics to accelerate retail activation.
• Track, rank and publish results holding their BA team and divisional bottling partners accountable for generating winning results.
• Communicate and manage results with sales team and bottlers to merchandise successes and identify gaps while selling solutions.
• Heightened prioritization of brand's key priorities to ensure best in class execution.
• Supporting BA Operations/Supply Chain to ensure their bottlers are aligned to support our logistics and inventory strategies.
• Co-develop & implement joint business plans with the bottling system in their region that are comprehensive and aligned with broader Company and Operating Unit plans.
• Sell-in the annual Bottler Plans to define volume and spend budgets for all bottlers including innovation, retail, commercial and channel strategies & alignment on co-investments to drive KPIs (i.e. cold equipment).
• Coach the field team - and in turn the bottling system - on the principles, priorities and look of success of our Annual Field Sales & Marketing Playbook.
• Provide invaluable insights and feedback via regular briefings to DVP & Sr. Mgt team to help inform the continued evolution of our field strategies (customer, bottler, localized marketing, market segmentation, community initiatives, etc.) over mid to long term timeline. Support their bottlers with big ideas, opportunity identification, best practices and expertise, to ensure we deliver demonstrable value.

• Build an effective working relationship with the main constituents from the Coca-Cola Bottling System in their region to maintain best in class partnerships maximizing results in the marketplace.

• Activate the System and secure resources necessary to address, generate and implement value-creating solutions that meets customer and bottlers needs and drive beverage category's incidence, profit and volume.

• Build the capability and capacity within BODYARMOR to continually support bottler level added value a key KO competency via the field sales & marketing teams.
• Recruit, coach, develop, and motivate a team of associates (Sales and Field Marketing) across the country.
• Coach the direct reports and their respective support teams to execute/customize the national plays regionally while creating specific custom programs locally that leverage the market landscape at a bottler/market level.
• Work with the DVP & Chief Sales Officer to help inform the mid to long-term (3-5 years) plans for optimizing the talent, contributions and impact required to execute strategies within their respective division.
• Continually reinvigorate the field team within their division to maintain a culture that fosters a passionate, collaborative spirit enabling employees to continue to grow and overdeliver on their requirements within the structure of a winning team environment.
• Identify and address complex organizational trends/issues to ensure the divisional team is operating a high level of performance and contribution to overall success.
• Lead the divisional field organization to deliver best in class bottler development capabilities including Selling Skills, Aggressive Tactical Localized Efforts, Field Marketing, and Shopper Marketing.

REQUIREMENTS:

• BA/BS degree required with MBA preferable
• Must have at least 10+ years direct sales and management experience across multiple channels and routes to market.
• Must be self-motivated and highly organized with a strong desire to produce results with an entrepreneurial spirit to succeed.
• Must have a passion for building brands, new products and long-term growth with full understanding of leveraging marketing mix to impact the marketplace via breakthrough programming and campaigns.
• Must demonstrate exceptional leadership qualities and a successful track record of managing and developing a team of seasoned professional sales and marketing executives.
• High level of analytical skills including working background with Nielsen and other syndicated data, and other sales reporting measures.
• Must be able to quickly assess the needs of the business, develop an action plan & manage the required change. The ability to effectively intermingle with a wide variety of business professionals is essential.
• Strong understanding and analytical skills in understanding of Nielsen/IRI syndicated data.
• Creative thinker who can work independently
• Extensive Travel required
• Position requires substantial travel ~60% or more by car and plane, including both local and neighboring geographic territories.
• Must hold and maintain a valid driver's license and be able to drive long distances
• Motor Vehicle Records must satisfy Company standards per Driving Policy

Skills:

Leadership; Business Planning; Sales Process; Relationship Building; Account Management; Customer Relationship Management (CRM); Sales Management; Analytical Thinking; Marketing; Pitch Presentations; Waterfall Model; Consultative Sales Management; Contracts; Sales Forecasting; Communication; Long Term Planning; Decision Making; Business Development; Negotiation; Solutions Selling

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.

Pay Range:$169,000 - $196,000

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.