Senior Manager, National Sales - Specialty Retail

At The Coca-Cola Company, our vision is simple yet powerful: to create loved brands, done sustainably, for a better shared future. Delivering on this vision requires strong customer partnerships and operational excellence across all channels. Our National Sales team is at the forefront of creating strategic impact by bringing Coca-Cola's world-class portfolio to customers in ways that drive growth and strengthen relationships.

As Senior Manager, National Sales - Specialty Retail, you will play a critical role in activating beverage strategies for large-scale customers across the Southeast Region, including Georgia, Tennessee, Kentucky, Florida, North Carolina, and Maryland. This role demands a commercial leader who thrives on calling national accounts, understands the complexities of beverage packaging (bottles and cans), and can navigate the Coca-Cola system with expertise-collaborating seamlessly with bottling partners and internal stakeholders to ensure flawless execution. If you are passionate about building strategic relationships and delivering data-driven solutions, this role provides an opportunity to make a measurable impact on our business, our customers, and the marketplace.

What You'll Do for Us

• Call on National Accounts: Lead engagement with senior-level buyers and decision-makers across national and regional accounts to deliver tailored beverage strategies that align with their growth priorities.
• Strategic Business Planning: Co-develop and execute annual business plans, partnership initiatives, and category programs with customers while ensuring consistency with Coca-Cola's commercial strategy.
• Product & Packaging Expertise: Apply deep knowledge of Coca-Cola product portfolio, packaging formats (bottle and can economics), and distribution mechanics to maximize assortment and presence across diverse customer environments.
• System Navigation & Bottler Collaboration: Work closely with bottling partners, distributor networks, and Coca-Cola team members to connect strategic plans with execution, ensuring continuity across the entire system from production to shelf or point of sale.
• Complex Negotiations & Value Creation: Influence decision-making through compelling business cases, fact-based selling, and stewardship principles that deliver mutual value for Coca-Cola and the customer.
• Customer Relationship Management: Build relationships with customer leadership teams, conduct regular business reviews, and identify opportunities for new products, packaging solutions, or merchandising concepts that strengthen category performance.
• Supply Chain Strategy & Alignment: Coordinate cross-functional resources to design direct supply chain strategies, optimize flow, and remove barriers to timely product availability.
• Stakeholder Engagement: Connect internal teams, bottlers, outlet managers, and distributors to align priorities and maximize operational efficiency within assigned geographies.
• Analyze Performance & Market Trends: Gather and synthesize account-specific data to measure business plan performance and identify actionable growth opportunities while monitoring competitive activity.
• Cross-Functional Collaboration: Partner with Commercial Strategy, Revenue Growth Management, Shopper Insights, and Product Supply to integrate enterprise capabilities into customer programs for a holistic commercial solution.

• Education: Bachelor's degree required; advanced degree preferred.
• Experience: Minimum 3+ years in national or large account sales management, preferably in CPG or beverage industry.
• National Account Expertise: Proven success in calling on large or national accounts with ability to influence senior-level decisions.
• System Fluency: Comprehensive understanding of the Coca-Cola system, including bottler operations, supply chain processes, and economic considerations for bottles and cans.
• Relationship Building: Demonstrated ability to establish deep connections with customers and internal teams to deliver on shared objectives.
• Sales Leadership: Strong track record in negotiations, account planning, and achieving revenue targets through data-driven commercial strategies.
• Analytical Capability: Skilled in leveraging customer data, performance metrics, and market intelligence to inform decisions and optimize offerings.
• Communication Excellent verbal, written, and presentation skills tailored to senior stakeholders both externally and internally.
• Planning & Organization: Ability to manage multiple priorities across regions and maintain disciplined execution in a dynamic business environment.

• Empower Strategic Influence: Work directly with large-scale national accounts to shape future partnerships and category strategies that drive growth.
• Deepen System Expertise: Gain hands-on experience in managing complex Coca-Cola system relationships, from bottling operations to supply chain activation.
• Enhance Career Advancement: Access structured development, analytics tools, and cross-functional exposure that prepare you for future senior leadership roles.
• Impact the Marketplace: Lead initiatives that influence consumer experiences and customer success, contributing to Coca-Cola's continued position as a global leader in beverages.