Director of Sales - Amazon & Whole Foods Market

Position Overview:

We are seeking a strategic and results-oriented Director of Sales - Amazon & Whole Foods Market to manage and grow our business. This leadership role combines Sales ownership (Amazon), Revenue Growth Management strategy (Whole Foods Market & Natural channel), and Category Leadership (Whole Foods Market & Natural channel), utilizing cross-functional collaboration to drive profitable, sustainable growth.

In this role, you will act as the lead commercial strategist and customer champion, responsible for delivering strategic plans, executing best-in-class retail initiatives, and leveraging data-driven insights to strengthen customer partnerships and optimize performance.

Key Responsibilities:

• Act as the primary customer lead for Amazon.com within the Nutrition Portfolio, ensuring top-line growth through joint business planning and enhanced retail execution.
• Build Coca-Cola's relevance at Whole Foods Market, partnering internally to unlock growth opportunities.
• Cultivate strong customer relationships, driving innovation, assortment optimization, pricing strategies, and sell-in initiatives.
• Collaborate with brokers and field teams to ensure seamless in-store execution and foster category growth.
• Manage customer P&Ls and optimize trade expenditures to maximize ROI.

• Partner with Retail, Marketing, Revenue Growth Management (RGM), Finance, Customer Planning, Supply Chain, and Brand teams to align commercial strategies and execute key initiatives.
• Use customer-specific insights to influence innovation, pricing frameworks, and go-to-market plans.
• Advocate for Amazon and Whole Foods Market customers, acting as a liaison in multidisciplinary forums.

• Lead Category Management and Space Planning strategies across key accounts in the Natural Channel, working closely with broker partners and the SPINS analytics team.
• Develop planograms, shelving recommendations, and assortment strategies informed by syndicated data (e.g., NielsenIQ, SPINS) and shopper behavior insights.
• Collaborate with customer teams and retailers to position the company as a leader in category thought leadership.
• Identify growth opportunities and competitive risks through category reviews and analytics.

• Drive channel-specific strategies for pricing, pack architecture, and promotion efficiency to support profitable growth.
• Conduct financial and promotional performance analyses to refine investment strategies and optimize trade allocation.
• Align with key stakeholders, including Bottling partners, on customer plans and channel initiatives.
• Provide guidance on margin improvement strategies and lead trade spend optimization within the Natural Channel.

• Bachelor's degree in Business, Marketing, Finance, or related field. MBA preferred.
• 10+ years of experience in the Consumer Packaged Goods (CPG) industry across Sales, RGM, and/or Category Management roles. Prior experience with Amazon or the Natural Channel (Whole Foods, Sprouts, etc.) is a plus.
• Strong analytical and strategic thinking skills, with expertise in financial modeling, price/promotion optimization, and customer planning.
• Proficiency in using syndicated data tools (e.g., NielsenIQ, SPINS) and space-planning tools (e.g., JDA, Apollo).
• Outstanding communication, negotiation, and collaborative relationship-building skills.
• Proven ability to lead cross-functional teams and influence stakeholders of all levels.
• Passion for wellness, natural products, or mission-driven brands is a bonus.

• Be a part of a portfolio that features over 250 products, including Coca-Cola, Simply, Fairlife, and Topo Chico.

• Collaborate with a wide variety of customers and businesses, from grocery outlets and restaurants to entertainment venues like movie theaters and theme parks.