Director of Distribution Sales – National Foodservice

Location: Atlanta, GA

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.
• Develop and manage comprehensive business plans that include strategic goals, key initiatives, and innovation roadmaps.

System-Wide Fulfillment & Supply Chain Optimization

• 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.
• Lead readiness and resilience planning to proactively mitigate risks associated with supply chain disruptions, including product shortages and transportation constraints.

Digital Transformation & Data Strategy

• 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.
• Use data insights to optimize route-to-market strategies, forecast demand for new product launches, and identify opportunities for operational improvement.

Innovation Commercialization & Route-to-Market Optimization

• 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.
• Establish frameworks to evaluate the effectiveness of innovation programs and distributor-led growth initiatives, ensuring alignment with broader business objectives.

Stakeholder Engagement & Brand Stewardship

• 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.
• Promote Coca-Cola’s sustainability agenda, community engagement programs, and co-branded marketing campaigns to strengthen brand equity and partner collaboration.

Core Competencies

• 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.
• Operational Excellence: Strong knowledge of supply chain, logistics, and fulfillment best practices, with a focus on continuous improvement and service quality.

Qualifications

• 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.
• Proficiency in data analytics platforms and digital sales tools.

• 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.
• Negotiation & Influence: Skilled in navigating complex negotiations and securing mutually beneficial outcomes with internal and external partners.

What We Offer

• 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.
• Professional Growth: Lead high-visibility initiatives and collaborate with senior leaders across the Coca-Cola one system.

Skills:

Sales Process; Account Management; Transformational Leadership; Cross-Functional Leadership; Supply Chain Optimization; Innovation; Marketing; Leading by Influence; Customer Centric Solutions; Marketing Strategies; Data Insights; Sales; Commercialization; Consultative Sales Management; Collaborative Planning; Data Analytics; Executive Relationship Management; Route to Market; Change Management; Digital Leadership; Negotiation