Senior Manager, Sales - Warehouse

The Senior Manager, Sales – Warehouse is responsible for leading sales strategy, customer engagement, and commercial execution across assigned warehouse-delivered retail customers. The role will primarily focus on accelerating profitable growth through the warehouse route-to-market and broker/agency model, while also supporting DSD execution and building strong relationships with Coca-Cola bottling partners to ensure aligned customer plans and marketplace execution.

• Warehouse Sales Leadership:
  Develop and execute customer and channel strategies that accelerate volume, revenue, profitability, and share growth, with primary responsibility for the warehouse-delivered business.
• Customer Leadership:
  Build strong relationships with key customer decision-makers and translate customer priorities into actionable joint business plans.
• Broker/Agency Leadership:
  Lead the sales agency/broker relationship, establishing clear priorities, performance expectations, execution standards, and accountability.
• DSD Execution:
  Support DSD business priorities and execution across assigned customers, ensuring alignment between customer plans, warehouse initiatives, and in-market execution.
• Bottler Relationship Management:
  Build and maintain strong partnerships with Coca-Cola bottling partners, aligning on customer strategies, execution priorities, opportunities, and issue resolution to deliver against shared business objectives.
• Route-to-Market Integration:
  Connect Warehouse, DSD, broker, bottler, and customer strategies to deliver a cohesive approach to the marketplace and maximize total Coca-Cola system opportunities.
• Business Planning:
  Lead annual business planning, customer strategies, forecasting, promotional planning, innovation launches, and key selling initiatives.
• Commercial Execution:
  Drive assortment, distribution, pricing, promotion, merchandising, and innovation opportunities across assigned customers.
• Performance Management:
  Leverage sales, category, customer, and market data to identify opportunities, measure performance, and drive corrective actions.
• Cross-Functional Leadership:
  Partner across category, revenue growth management, shopper marketing, supply chain, finance, operations, and other functions to deliver customer commitments.
• Strategic Growth:
  Identify whitespace opportunities and develop plans to expand distribution, improve assortment, increase velocity, and recruit consumers.
• Financial Stewardship:
  Manage customer investments and commercial resources with disciplined focus on profitable, sustainable growth.

• Bachelor’s degree in Business, Marketing, or a related field preferred.
• 5+ years of key account, sales, or customer management experience within the beverage or consumer packaged goods industry.
• Demonstrated success in sales, complex selling, negotiation, and managing a medium-to-large book of business.
• Strong analytical capabilities, with experience leveraging Excel, Power BI, Nielsen, and other data sources to identify opportunities and drive business decisions.
• Experience developing and managing customer price/package plans, promotional strategies, and commercial programs.
• Proven ability to manage the needs and priorities of multiple stakeholders across complex business systems and translate customer priorities into actionable business plans.
• Demonstrated ability to develop, sell in, and execute customer promotional programs, innovation, and key strategic initiatives.
• Experience working across Warehouse and DSD routes-to-market, including managing execution through brokers/sales agencies and collaborating with bottling partners.
• Ability to build strong relationships across customers, brokers, bottlers, and internal cross-functional teams to…