Sales Director, Warehouse Beverages - Walmart

At The Coca-Cola Company, our vision is simple yet powerful: loved brands, done sustainably, for a better shared future. Walmart stands as one of our most significant global retail partners, representing an unparalleled opportunity to connect with shoppers and drive sustainable, shared growth. The Sales Director - Walmart leads Coca-Cola’s strategic relationship with Walmart, translating enterprise priorities into joint business plans that deliver measurable commercial results across in-store and digital channels.

This role serves as the senior commercial leader for the Walmart customer team, responsible for building trust with key decision-makers, shaping long-term category strategies, and mobilizing cross-functional teams to deliver seamless execution. The ideal candidate combines deep customer insight, commercial acumen, and influence across complex organizations to turn Coca-Cola’s capabilities, innovation, and system partnerships into compelling customer value.

Lead the Walmart customer strategy and joint business planning process, connecting growth priorities, category opportunities, and execution plans across all business segments.

Build trusted, senior relationships with Walmart executives across merchandising, replenishment, operations, finance, and digital functions to strengthen collaboration and alignment.

Develop and deliver account business plans that outline clear goals, strategic initiatives, resource requirements, innovation priorities, and measurable performance outcomes.

Conduct regular business reviews to assess category performance, share shopper insights, and anticipate opportunities that improve execution and profitability.

Drive omnichannel growth across Walmart's brick-and-mortar and digital platforms, ensuring best-in-class assortment, availability, merchandising, and shopper experience.

Partner with cross-functional Coca-Cola teams spanning category leadership, revenue growth management, supply chain, finance, marketing, commercial strategy, legal, and operations to deliver joint priorities.

Ensure disciplined commercial execution by proactively resolving service challenges, addressing barriers, and maintaining operational excellence across the system.

Monitor market dynamics, competitor actions, and shopper trends to identify growth opportunities and inform strategic updates to the account plan.

Lead annual customer negotiations and commercial discussions, balancing customer needs with system economics and investment efficiency to secure long-term, sustainable growth.

Coach and develop account team members, fostering collaboration, accountability, and continuous improvement across the broader Coca-Cola system.

Champion simplification and change management processes that strengthen team agility and responsiveness to Walmart's evolving business priorities.

Bachelor’s degree or equivalent work experience required.

7-10 years of national account sales, customer leadership, or commercial management experience in beverage, food, or consumer packaged goods;
Walmart experience highly preferred.

Demonstrated ability to cultivate senior customer relationships and lead complex joint business planning processes from strategy through execution.

Strong financial and commercial acumen, including expertise in trade investment evaluation, pricing architecture, and customer economics.

Proven experience leading through influence, managing competing priorities, and executing initiatives across a matrixed organization.

Familiarity working with bottlers, distributors, and supply chain partners to coordinate end-to-end commercial delivery.

Excellent executive communication skills—written, verbal, and visual—capable of…