District Sales Manager – Coca-Cola of Durango

Overview

As a District Sales Manager (DSM), you are responsible for driving sales performance, market share, and profitability within an assigned territory. You will lead a team of Account Managers and Merchandisers to deliver outstanding service and exceed customer expectations. This role requires strong leadership, teamwork, customer relationship management, and a commitment to safety. You will support and train your team to implement company initiatives such as Looks of Success (LOS), manage sales goals, and ensure operational excellence across all assigned customers.

Durango Coca-Cola Bottling Company thrives in a dynamic, ever-changing environment that requires flexibility and a team-based attitude.

• Communicate clearly and professionally, demonstrating a proactive, process oriented and solution-focused mindset.
• Use interpersonal skills including but not limited to empathy, emotional regulation, cultural sensitivity, and collaboration.
• Support and encourage teamwork across all departments, fostering a positive and inclusive work environment.
• Provide excellent customer service by supporting retail partners, distributors, and internal teams in a positive and professional manner.

Account Manager

• Relationship Building: Cultivate trust and rapport with store decision-makers by actively listening and delivering tailored solutions.
• Conflict Resolution:
  • Navigate customer disputes with professionalism and emotional regulation.
  • Ability to remain calm and solution-focused in high-pressure or conflict situations.
• Adaptability: Thrive in dynamic environments by adjusting to varied customer personalities and changing conditions
• Self-Awareness & Integrity: Represent the Coca-Cola brand and our local company with authenticity and accountability.
• Effective Communication: Use clear, respectful, and persuasive communication to create solutions and influence outcomes.
• Resilience & Stress Management: Maintain composure during high-pressure situations and physically demanding tasks.

Sales & Merchandising

• Lead by example through proactive, respectful, and solution-oriented leadership.
• Conduct regular ride-a longs with Account Managers to support their sales efforts, evaluate performance, and reinforce best practices.
• Train and coach team members in fact-based selling to secure store planner display’s aligning to our company’s LOS as well as company sales initiatives. Support proper order taking, and product rotation in all assigned accounts. 
• Ensures the timely compliance and introduction of new items into targeted accounts.  
• Support the Lead Merchandiser in the development and training of merchandising staff to drive efficiency for hours worked and overtime effectiveness to budget.
• Mediate conflicts or performance issues with diplomacy, emotional intelligence, and documented coaching plans.
• Represent the company’s culture and values through consistent, clear communication and professionalism.
• Promote cross-functional collaboration and provide feedback that supports team growth and alignment with company goals.
• Build rapport and trust with decision makers in each store by actively listening, responding, and selling promotional activity into each account creating a mutual beneficial outcome.
• Be proficient in the technological tools needed for sales tracking, display execution, order accuracy, and customer compliance.

Customer Management

• Maintain professional appearance and uphold Durango Coca-Cola’s brand image in all customer interactions.
• Defuse customer disputes and create win-win outcomes through empathy and conflict resolution skills.
• Build and maintain strong relationships with Store Managers, District Managers, and other key account stakeholders.
• Ensures account compliance of company pillar programs, conduct business reviews with customers, and provide solutions to improve sales and service.
• Utilize company tools and systems to ensure efficient sales operations, reporting, and account management.
• Utilize company tools, data, and technology (iPhone/iPad, MS Teams, Outlook, Forms, and Margin Minder) to support sales. service, and store compliance.
• Drive customer satisfaction by resolving issues and ensuring consistent, high-quality service.
• Understand store terminology, promotional activities, product lines, and competitive positioning.

Vehicle Use

• Maintain auto insurance, mileage reporting, and vehicle servicing per Company Vehicle Use Policy (applies to both company-provided and personal vehicles)

Safety

• Position is considered safety sensitive.
• state, and federal regulations.
• Conduct regular safety audits, identify hazards, and implement corrective actions.
• Lead and document safety training for new and current employees.
• Manage safety incident investigations and reporting while promoting a safety-first culture.
• Maintain accurate records of all safety-related activities including incidents, training, and certifications.
• Act as the primary point of contact for safety concerns within your team. 
• Maintain vehicle compliance per Company Vehicle Use Policy, including mileage reporting and regular servicing.
• Actively participate in the company’s safety training program

Work Environment & Physical Requirements

• Frequent regional day travel required, exposure to varied customer environments and weather conditions.
• This role is physically active: requires standing, walking, lifting (up to 65 lbs.), pushing, and pulling heavy loads.
• Must be able to operate manual pallet jacks (up to 2,600 lbs.) and beverage carts (up to 1,000 lbs.) on various surfaces.
• Regular physical activity includes bending, twisting, crouching, kneeling, reaching, and grasping.

Vision requirements include close, distance, color, peripheral, and depth perception.

• Perform frequent twisting, grasping, reaching, bending, kneeling, sitting, stooping, crouching, and crawling.

• Travel to various customer sites; environments and weather conditions will vary.
• Regional day travel required.
• Active role requiring standing, walking, lifting, pushing, and pulling.
• Work hours: average 45-hour work week Monday – Friday. Daily start time is 6:00 a.m. until work is completed. 
• Additional or alternative days/times may be occasionally needed depending on customer needs or promotional campaigns, including holidays.

Experience & Qualifications

• High school diploma or GED required; 2 years of college preferred or equivalent Direct Store Delivery (DSD) experience.
• Minimum 2 years of beverage management experience or equivalent Direct Store Delivery (DSD) experience.
• 4 years of soft drink industry experience preferred.
• Valid driver’s license with a clean driving record (no major violations; max 2 minor violations in last 3 years).
• Proficient in Microsoft Office (Outlook, Excel, Word) and comfortable using iPhone/iPad devices.
• Strong interpersonal and communication skills with the ability to build lasting relationships.
• Experience managing customer disputes and creating win-win solutions.
• Professional appearance that reflects and upholds the Durango Coca-Cola brand.