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Director, Digital Retail Sales & Operations

The Coca-Cola Company

  • Location: Atlanta, GA - USA
  • Post Date: 5/1/2019
  • Job Type: FULL TIME
  • TRAVEL REQUIRED: 00% - 25%
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Job ID: R-27179

Job Description Summary
Working as part of a fast-paced, entrepreneurial team, you will be responsible for accelerating the digital growth trajectory of The Coca-Cola Company's flagship market. This is an exciting hybrid role that blends sales consultancy, commercialization, and technology to provide innovative solutions to our retail customers' most challenging digital problems. You will play a critical role in bringing the power of Coca-Cola's total portfolio together with advantaged digital capabilities to provide the most relevant offerings and experiences to consumers, in the moments that matter most to them.

This role will be responsible for leading two direct reports and developing our culture within the DIO. Combined with excellent customer management and communication skills (oral and written) and an entrepreneurial mindset, this individual will demonstrate excellent project management skills and the ability to lead others and work across the organization to drive action and results.

Reporting to the VP of Digital Retail Commerce, he/she will be accountable for deploying the company's strategy of value creation to support the National Retail Sales organization, the Digital Integration Organization, while delivering on the Retail Omnichannel Ambition.

Key Responsibilities:

  • Digital Retail Customer-Specific / NRS Strategy, Integration & Sales Planning:
    • Lead and champion eCommerce capabilities across our National Retail Sales organization to encourage acceptance and support alignment in order to advance customer relationships, create value and explore test and learn activities
    • Collaborate in support of a multi-year digital retail strategy and plan to accelerate revenue growth and digital leadership across DIO and retail teams
    • Identify, engage and participate with National Retail Sales to drive eCom capabilities to maximize our retailers' growth while creating value for the Coca-Cola Company
    • Responsible for partnering with National Retail Sales (NRS), Brand, Commercial, and Franchise teams to develop and operationalize growth strategies for key retail partners
    • Support digital integration into NRS CBPs, including digital commerce-specific blueprints (e.g., Albertsons, Target)
    • Support strategy and CBP for key DIO and NRS customers, including Amazon, Boxed, and Instacart
    • Create and develop insight-driven digital retail initiatives that provide thought leadership to customer and franchise teams and provide a differentiated competitive advantage
    • Support design of the digital picture of success standards, determining priority shopper touchpoints and prioritizing portfolio, brand, and occasion-based solutions
    • Build tools to support capability and sell-in of initiatives such as selling stories, solutions, and resource guides
    • Develop, lead and maintain an eCom NRS Ambassador SME process/program across NRS to broaden system capabilities and insight, creating key stakeholders who can lead and leverage opportunities within teams and regions
  • Insights and Analytics:
    • Lead category management resource in support of DIO and its customers
    • Leverage syndicated and proprietary data sources to identify opportunities
    • Partner with consumer and shopper insights teams to determine research, data and analytics needs to build advantaged capabilities


  • Bachelor's Degree in business related field required, MBA preferred


Professional Experience:

  • People-leadership experience and the ability to lead in a culture first environment that leads to proven results
  • 6-8+ years of experience in strategy, sales, or commercial roles in consumer-oriented industries
  • Account management or selling experience with proven ability to create and sell-in customer-specific programs and initiatives


Technical/Functional Skills:

  • Strategic Thinking: Able to identify opportunities and gaps and develop both short- and long-term joint business objectives.  Exhibits a holistic understanding of business fundamentals to create actionable strategies and plans that drive the business.
  • Digital Acumen: Passion for digital and technology topics and can speak the eCommerce language.
  • Influential Leadership: Expert communication, presentation, and material preparation skills with the ability to communicate complex information in interactions at all organizational levels.
  • Data and Insights to Action: Demonstrated aptitude for analytics, with an ability to understand complex data, convert to insights, understand business implications, and utilize to influence and gain alignment.
  • Results-Driven: Experience working in a fast-moving market with a lean team or startup environment.  Strong project management capability, including project scoping, brief development, and project team leadership to drive tangible results.

Growth Behaviors:

  • GROWTH MINDSET: Demonstrates curiosity. Welcomes failure as a learning opportunity.
  • SMART RISK: Makes bold decisions/recommendations.
  • EXTERNALLY FOCUSED: Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices or ideas.
  • PERFORMANCE DRIVEN AND ACCOUNTABLE: Has high performance standards. Outperforms her/his peers.
  • FAST/AGILE: Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.
  • EMPOWERED: Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.

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. Apply
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