Director, National Retail Sales

Job Overview

The Director, National Retail Sales CASO will be responsible for driving activation and execution of KDP brands distributed in the Coke Affiliated Sales Organization (CASO) Route to Market sales system, which are primarily brands Dr Pepper and Canada Dry. The Director, National Retail Sales (NRS) will be a part of the CASO RTM Sales team for KDP and the main conduit between the Coke Bottler and KDP Retail Selling teams, ensuring retail alignment for Coke Core promotions and Dr Pepper Big Bet activations in all National/Regional customers.

The role leads a four person selling team that works with our CASO Field sales team to ensure communication, alignment and execution of our plans at a local bottler market level. This role will contribute to volume, profit, and share growth for the CASO RTM system & KDP by driving planning, distribution and execution in store through the Coke Bottler network and by building relationships with the key bottler leads for all major retailers.

The ideal candidate will bring 10 or more years of Consumer-Packaged Goods (CPG) distributor management experience and a background of partnering with senior levels at customer and/or bottler headquarters. They will have the ability to work collaboratively across multiple constituents, create mutually beneficial sales plans, drive alignment and provide clear direction & communication across large groups, be financially responsible, and lead from the front coaching and developing their team.

The position will be based in Frisco, TX and will travel approximately 30%.

• Business Management: Solid understanding of business and brands including price and package mix, revenue and margin, products, promotion planning and execution.
• Selling and Customer Management
  :
  Solid understanding of the Grocery, Mass, Convenience, and Drug/Value channels. In addition this person needs to demonstrate an understanding of the DSD/Bottler route to market business model.
• Build, manage and support all aspects of customer relationships in a collaborative teamwork approach:
  Planning, Influencing/Selling and Execution
• Strategic Planning: Develop and support the long term strategic growth plans for retailers and bottlers in coordination with our KDP and Coke Bottler Retail Account teams as well as both internal and external cross‑functional partners.
• Investment Strategy: Maximize and execute retail trade budgets against promotional plans/calendars to deliver optimal volume, revenue and profit results, along with overseeing national bottler annual investment with these channels.
• Stakeholder Management: Lead commercialization of key brand initiatives with bottler leaders and decision makers while driving alignment within their Core Brands business plan and calendar.
• Market, Channel and Account Intelligence: Ability to understand and apply channel and market understanding into sales strategy leadership in support of business planning processes.
• Drive and Accountability: Have and implement an own it mindset in delivering success against collective team, bottler and individual goals.
• Ensure high performance results of your team by:
• Fostering a culture of trust and wellbeing that prioritizes the team and values employee contributions
• Driving a shared vision with clear goals and accountability, supported by regular conversations to maximize talent
• Embracing diverse perspectives to foster innovation, learning from both successes and failures
• Establishing a safe environment where team members are motivated, heard, and aligned with clear expectations

• Salary range: $ , - $ ,
• Actual placement within the compensation range may vary depending on experience, skills, and other factors
• Benefits, subject to elections and eligibility:
  Medical, Dental, Vision, Disability, Paid Time Off, k with company match, Tuition Reimbursement, and Mileage Reimbursement
• Annual bonus based on performance and eligibility
• Long-term incentive equity based on eligibility

• Bachelors degree or equivalent experience; MBA a plus.
• At least 10 years of sales experience within Consumer Products industry with progressive career experience to senior level roles inclusive of people leadership over a customer focused sales team.
• Strong financial acumen and understanding of key business drivers for customer and KDP.
• 5 years of strategic sales leadership experience with a customer-focused team within national retail account in CPG.
• Experience with bottler systems a plus.
• Proven success developing, retaining, and leading a sales organization.
• Exceptional sales skills including negotiation, conflict management, account management, account penetration, strategic selling, category management, sales forecasting, and leading edge sales strategies.