Director of Distribution Sales National Foodservice
5 days ago
Atlanta
Location(s): United States of America City/Cities: Atlanta Travel Required: 00% - 25% Relocation Provided: No Job Posting End Date: June 30, 2025 Shift: Role Purpose The Director of Distribution Sales National Foodservice is a role responsible for shaping and executing Coca-Cola's national distribution strategy across the foodservice channel. This role is central to driving long-term growth by fostering high-impact partnerships with national distributors and bottling partners. It integrates strategic planning, operational excellence, digital transformation, and innovation commercialization to deliver scalable and sustainable value across the Coca-Cola system. Key Responsibilities Strategic Growth Leadership • Lead the development and execution of long-term strategic growth plans with national foodservice distributors and Coca-Cola bottlers., • Facilitate collaborative business planning with distributor senior executives and bottler leadership to align on innovation, investment priorities, and market expansion., • Identify and activate new growth opportunities through outlet acquisition, brand expansion, volume growth and entry into emerging channels and digital-first platforms., • Design and implement supply chain strategies that enhance service levels, reduce operational inefficiencies, and ensure compliance with company policies., • Collaborate with distributors to improve fulfillment performance, streamline logistics, and enhance delivery reliability., • Champion the adoption of digital tools and platforms that improve forecasting, order management, and performance tracking., • Ensure data integrity across systems and support the integration of digital marketing, e-commerce, and AI-driven analytics into the sales and distribution process., • Lead the commercialization strategy for your assigned portfolio, as it relates to new product launches, limited-time offers, and emerging brands across the distributor network., • Partner with bottlers and distributors to streamline onboarding processes and scale new product distribution efficiently., • Serve as Coca-Cola North America Operating Unit's senior representative in distributor and bottler meetings, industry councils, and strategic forums., • Lead top-to-top stewardship reviews and quarterly joint business planning sessions with key partners to ensure alignment and accountability., • Executive Influence: Demonstrated ability to engage and align senior stakeholders around shared strategic goals and long-term value creation., • Enterprise Thinking: A systems-level mindset that integrates commercial, operational, and digital strategies across the Coca-Cola ecosystem., • Data-Driven Leadership: Proficiency in translating insights into actionable strategies and driving performance through analytics and digital tools., • Change Agility: Ability to lead through ambiguity, transformation, and innovation cycles with a proactive and adaptive approach., • Customer-Centricity: Deep understanding of foodservice dynamics and the ability to deliver value through distributor networks and customer partnerships., • Bachelor's degree in Business, Supply Chain, Marketing, or a related field; advanced degree preferred., • Extensive experience in sales, distribution, or supply chain leadership, ideally within the foodservice or beverage industry., • Proven track record of managing national accounts and leading cross-functional teams in a matrixed environment., • Strong relationship management skills with experience engaging senior-level stakeholders., • Deep knowledge of distributor operations, transportation planning, and route-to-market strategies., • Strategic Account Management: Expertise in developing and executing long-term business plans with national distributors and bottlers, aligning on growth targets, innovation, and investment priorities., • Executive Relationship Building: Proven ability to engage and influence C-suite executives and senior stakeholders across complex organizations., • Collaborative Business Planning (CBP): Skilled in facilitating joint planning sessions that drive alignment, accountability, and shared value creation., • Supply Chain & Fulfillment Optimization: Deep understanding of logistics, inventory management, and fulfillment strategies to enhance service levels and operational efficiency., • Digital Transformation Leadership: Experience leading the adoption of digital tools, real-time dashboards, and data platforms to improve forecasting, visibility, and decision-making., • Data Analytics & Insights: Ability to interpret complex data sets, generate actionable insights, and apply predictive analytics to optimize route-to-market strategies., • Innovation Commercialization: Strong track record of launching new products and limited-time offers through distributor networks, with a focus on speed-to-market and scalability., • Route-to-Market Strategy: Expertise in designing and executing RTM models that support emerging brands, low-velocity SKUs, and alternative distribution channels., • Change Management: Comfortable leading through transformation, ambiguity, and organizational change, with a focus on agility and resilience., • Customer-Centric Thinking: Deep knowledge of foodservice dynamics and the ability to deliver tailored solutions that drive customer satisfaction and loyalty., • Cross-Functional Leadership: Ability to lead and influence across matrixed teams, including sales, marketing, supply chain, finance, and digital functions., • Iconic & Innovative Brands: Work with a portfolio of globally recognized products including Coca-Cola, Simply, Fairlife, and Topo Chico., • Expansive & Diverse Customers: Engage with a wide range of customers from restaurants and entertainment venues to emerging digital-first platforms., • Strategic Impact: Play a key role in shaping Coca-Cola's national foodservice distribution strategy and long-term growth agenda. Skills: Account Management, Change Management, Collaborative Planning, Commercialization, Consultative Sales Management, Cross-Functional Leadership, Customer Centric Solutions, Data Analytics, Data Insights, Digital Leadership, Executive Relationship Management, Innovation, Leading by Influence, Marketing, Marketing Strategies, Negotiation, Route to Market, Sales, Sales Process, Supply Chain Optimization, Transformational Leadership Pay Range: $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. 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