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Director of Sales – Amazon & Whole Foods Market

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Position Overview:

We are seeking a strategic and results-oriented Director of Sales – Amazon & Whole Foods Market to manage and grow our business. This leadership role combines Sales ownership (Amazon), Revenue Growth Management strategy (Whole Foods Market & Natural channel), and Category Leadership (Whole Foods Market & Natural channel), utilizing cross-functional collaboration to drive profitable, sustainable growth.

In this role, you will act as the lead commercial strategist and customer champion, responsible for delivering strategic plans, executing best-in-class retail initiatives, and leveraging data-driven insights to strengthen customer partnerships and optimize performance.

Key Responsibilities:

Sales Leadership:

Act as the primary customer lead for Amazon.com within the Nutrition Portfolio, ensuring top-line growth through joint business planning and enhanced retail execution.
Build Coca-Cola’s relevance at Whole Foods Market, partnering internally to unlock growth opportunities.
Cultivate strong customer relationships, driving innovation, assortment optimization, pricing strategies, and sell-in initiatives.
Collaborate with brokers and field teams to ensure seamless in-store execution and foster category growth.
Manage customer P&Ls and optimize trade expenditures to maximize ROI.

Cross-Functional Collaboration:

Partner with Retail, Marketing, Revenue Growth Management (RGM), Finance, Customer Planning, Supply Chain, and Brand teams to align commercial strategies and execute key initiatives.
Use customer-specific insights to influence innovation, pricing frameworks, and go-to-market plans.
Advocate for Amazon and Whole Foods Market customers, acting as a liaison in multidisciplinary forums.

Category Leadership:

Lead Category Management and Space Planning strategies across key accounts in the Natural Channel, working closely with broker partners and the SPINS analytics team.
Develop planograms, shelving recommendations, and assortment strategies informed by syndicated data (e.g., NielsenIQ, SPINS) and shopper behavior insights.
Collaborate with customer teams and retailers to position the company as a leader in category thought leadership.
Identify growth opportunities and competitive risks through category reviews and analytics.

Revenue Growth Management (RGM):

Drive channel-specific strategies for pricing, pack architecture, and promotion efficiency to support profitable growth.
Conduct financial and promotional performance analyses to refine investment strategies and optimize trade allocation.
Align with key stakeholders, including Bottling partners, on customer plans and channel initiatives.
Provide guidance on margin improvement strategies and lead trade spend optimization within the Natural Channel.

Qualifications & Requirements:

Bachelor’s degree in Business, Marketing, Finance, or related field. MBA preferred.
10+ years of experience in the Consumer Packaged Goods (CPG) industry across Sales, RGM, and/or Category Management roles. Prior experience with Amazon or the Natural Channel (Whole Foods, Sprouts, etc.) is a plus.
Strong analytical and strategic thinking skills, with expertise in financial modeling, price/promotion optimization, and customer planning.
Proficiency in using syndicated data tools (e.g., NielsenIQ, SPINS) and space-planning tools (e.g., JDA, Apollo).
Outstanding communication, negotiation, and collaborative relationship-building skills.
Proven ability to lead cross-functional teams and influence stakeholders of all levels.
Passion for wellness, natural products, or mission-driven brands is a bonus.

What We Offer You:

Iconic & Innovative Brands

Be a part of a portfolio that features over 250 products, including Coca-Cola, Simply, Fairlife, and Topo Chico.

Expansive & Diverse Customers

Collaborate with a wide variety of customers and businesses, from grocery outlets and restaurants to entertainment venues like movie theaters and theme parks.

At Coca-Cola, we’re committed to building a better, more sustainable future with innovative brands and exceptional team members who drive relationships, results, and growth. Join us and make a difference.

Skills:

Leadership; Sales Process; Account Management; Customer Relationship Management (CRM); Sales Management; Marketing; Sales; Pitch Presentations; Consultative Sales Management; Communication; National Account Sales; Decision Making; Business Development; Negotiation

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.

Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.

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