Director I, Customer Sales, Walmart

At The Coca-Cola Company, we exist to refresh the world and make a difference through loved brands, done sustainably for a better shared future. Working here is more than working for the global beverage leader; it's an opportunity to be a part of something that can positively impact the world. Our North America Operating Unit (NAOU) Advanced Hydration division is a dynamic, fast-paced business unit at The Coca-Cola Company where teams come together to lead what's next in hydration. With a portfolio that includes BODYARMOR Sports Drink, Powerade, vitaminwater, and smartwater, the group is driven by an entrepreneurial spirit, strong collaboration, and shared ambition. This is a place for people who think differently, move with agility, challenge the status quo, and thrive in an ever-changing category. Joining the team means helping shape the future of hydration alongside passionate, collaborative teams committed to winning.

THE ADVANCED HYDRATION DIVISION is looking for a Senior Director I, Customer Sales - Walmart to join our team.

The Sr Director Customer Sales - Walmart will lead cross-functional teams to deliver business results across all Advanced Hydration categories. This position requires a vision to build and establish the overall go-to-market strategy on behalf of the Division to achieve both long-term and short-term business objectives. This individual will oversee the strategy, negotiation of annual agreements, and plan execution with Walmart and with bottling system to ensure alignment to achieve overall strategic objectives. As a subject matter expert, this individual will be responsible for leading the development of key KPI's and routines to drive execution of annual plans across all bottling and customer geographies.

RESPONSIBILITIES:

Customer Leadership

• Develop Annual and Long-Range Customer Plans to deliver annual Plan objectives for Volume, Net Revenue, Profit and Share within trade spending guidelines for assigned accounts
• Key advisor leading complex negotiations to deliver mutually beneficial agreements on behalf of the company
• Collaborate with the customer to understand customer needs and develop fact-based consumer and shopper recommendations to accelerate category and customer growth.
• Lead cross functional resources to deliver key operating metrics (Assortment, Pricing, Shelving, Merchandising, Innovation) for Walmart business.
• Lead the development and rollout of key business and financial metrics including topline results (volume, revenue share) and key financial metrics (trade spend and T&E budgets) to ensure Advanced Hydration continues to exceed customer expectations andlead the overall organizational development including on-going evaluation of structure, resources, and talent.

• Own the relationship with our bottler teams and the Customer Governance process for assigned customers to maximize mutual goals, results, and execution for assigned customers and teams.
• Negotiates and collaborates with Bottling partners to ensure alignment to annual plans.
• Ensuring concise and timely communication, provide appropriate tools and execution tracking to bottlers and distributors and field team to ensure flawless execution of retail initiatives.

• Operating cross-functionally with multiple internal departments to solve customer problems by providing insight and expertise to grow the ALL brand with assigned customers.
• Presenting customer updates and plans to Division senior management team on an ongoing and timely basis.
• Lead for Walmart business across all key sales and cross functional routines to drive execution and delivery of all customer and company objectives. Identify gaps in performance and develop action plans to address performance gaps.
• Owns customer input and securing alignment on all commercial, Marketing and Innovation plans including strategy, tactics, and key execution requirements

• Own the development of top-level relationships across all functions and operating areas leveraging all available resources.
• Own relationship with key bottler leaders for assigned accounts to ensure alignment and support for key customer objectives and strategies.
• Builds strong relationships with Sr. Management and all field operating units to allow for timely discussions about key issues and opportunities.

• Lead assigned sales teams and cross functional resources to deliver broad customer capabilities including selling skills, Consumer and Shopper Marketing, and Revenue management capabilities.
• Own performance and people management processes including annual objective setting and ongoing performance management processes.
• Ensure organization effectively manages all resources and deliver key financial goals on budget (T&E, Trade, etc.)

• Bachelor's degree required
• 8+ years National Account Management required
• Location: Bentonville, AR area (within 50 miles) required
• Experience leading a department or large team
• Must be self-motivated, highly organized with a strong desire to produce results, and have a passion for building brands, new products, and long-term growth
• Exceptional leadership qualities and a successful track record of managing and developing a team of seasoned professional sales executives
• Must be able to quickly assess the needs of the business, develop an action plan & manage the required change
• Superior skills in AI tools, Outlook, Power Point, Excel, and Word. Strong understanding and analytical experience Nielsen/IRI syndicated data.
• 30% travel required by car and plane, including both local and neighboring geographic territories
• Position requires in-person attendance at bi-annual company retreats/meetings in Atlanta (or other locations as it may vary year to year)
• 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