What are the responsibilities and job description for the Director of Sales - Drug/Value position at The Coca-Cola Company?
Our vision is loved brands, done sustainably, for a better shared future. This is a hybrid sales leadership role responsible for driving value channel growth through warehouse and executional excellence while leading retail execution strategy.
This role manages a diverse portfolio of customers with competing priorities and requires strong discipline in planning, execution, and relationship management. Additionally, this role partners closely with customers to build multi-year, win win Joint Business Plans (JBPs) while navigating complex negotiations and delivering consistent results through a high performing team.
We are looking for people that have a passion for building relationships and will be proud to be a representative of our brands, are results driven and have national sales experience.
What You’ll Do For Us
Qualification & Requirements:
Account Management, Business Development, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Decision Making, Leadership, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales, Sales Management, Sales Process
Pay Range
United States of America: $141,000 - $165,200
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.
Location(s):
United States of America
City/Cities
Remote
Travel Required
26% - 50%
Relocation Provided:
No
Job Posting End Date
May 10, 2026
Our Purpose And Growth Culture
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130 years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.
Pay Range:United States of America: $0 - $0
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.
Long-term Incentive Reference Value Percentage:0 - 20
Long-term Incentive reference value is a market-based competitive value for your role
This role manages a diverse portfolio of customers with competing priorities and requires strong discipline in planning, execution, and relationship management. Additionally, this role partners closely with customers to build multi-year, win win Joint Business Plans (JBPs) while navigating complex negotiations and delivering consistent results through a high performing team.
We are looking for people that have a passion for building relationships and will be proud to be a representative of our brands, are results driven and have national sales experience.
What You’ll Do For Us
- Translate enterprise strategy into actionable channel specific plans that deliver profitable growth.
- Lead the development and execution of long-term channel and customer strategies, including commercial plans, executional priorities, and assortment architecture.
- Develops Account Business Plans including goals, key initiatives, major actions, key support needed, and product portfolio recommendations.
- Influence cross functional stakeholders (Sales, Customer Marketing, Revenue Growth Management, Supply Chain, Finance) to drive alignment and mutually beneficial business plans.
- Contacts/visits customers to review and identify strategic direction, problem areas and opportunities to promote overall business growth.
- Partner with the Coca-Cola bottling system to drive consistency in execution while remaining adaptable to market volatility and local opportunities.
- Navigate differing customer strategies, operational models, and value propositions while balancing enterprise priorities.
Qualification & Requirements:
- Bachelor’s degree or equivalent work experience is required.
- 5 years of national sales experience within the beverage or CPG industries.
- The ability to lead, prioritize, collaborate, and execute complex projects.
- Experience working within a matrixed or product operating model organization is strongly preferred.
- Must possess the ability to lead negotiations and joint business planning to drive mutual growth and executional excellence.
- Build and maintain strong, senior level level customer relationships grounded in trust, transparency, and joint value creation.
- Apply a situational leadership approach, adapting management style to meet individual, team, and business needs.
- Iconic Brand: Work on the most recognized brand in the world and be part of developing the brands next chapter.
- Exposure to World Class Leaders: Availability to global marketing leaders that will expand your network and exposure you to emerging digital platforms and marketing insights.
- Learning Culture: Access to resources such as Coke University, LinkedIn Learning and management programs that give you the resources to continually develop your skills and knowledge.
Account Management, Business Development, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Decision Making, Leadership, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales, Sales Management, Sales Process
Pay Range
United States of America: $141,000 - $165,200
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.
Location(s):
United States of America
City/Cities
Remote
Travel Required
26% - 50%
Relocation Provided:
No
Job Posting End Date
May 10, 2026
Our Purpose And Growth Culture
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130 years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.
Pay Range:United States of America: $0 - $0
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.
Long-term Incentive Reference Value Percentage:0 - 20
Long-term Incentive reference value is a market-based competitive value for your role
Salary : $141,000 - $165,200