Senior Director, Customer Sales - Grocery Central

Job Description Summary:

At The Coca-Cola Company, we exist to refresh the world and make a difference through loved brands, delivered sustainably for a better shared future. Working here means more than joining the global beverage leader—it’s an opportunity to be part of a purpose-driven organization shaping the future of hydration. Our North America Operating Unit (NAOU) Advanced Hydration division operates in a fast-paced, entrepreneurial environment where collaboration, agility, and innovation drive success. With a dynamic portfolio including BODYARMOR, Powerade, vitaminwater, and smartwater, we are redefining hydration through consumer-centric experiences and category-leading partnerships.

 

The Senior Director, Customer Sales – Grocery Central plays a pivotal role in unlocking growth for a key strategic customer group. This position focuses on delivering revenue, volume, and share growth through insight-led partnerships and superior execution. The ideal candidate is skilled in leading multifunctional teams, negotiations, and annual planning, while applying strong analytical capabilities and digital fluency to anticipate trends and enable fact-based decisions. This role requires residence in the Boston area, with flexibility to travel across customer and bottler networks. By shaping collaborative strategies and driving critical outcomes, you will accelerate The Coca-Cola Company’s ambition to refresh consumers and win in a competitive marketplace.

What You’ll Do for Us

• Strengthen alignment across system teams, including BODYARMOR and bottler partners, fostering trust and joint accountability for customer outcomes.
• Lead development and execution of annual business plans for assigned customers, ensuring alignment to short-term and long-term business objectives.
• Directly manage a strategic Kroger relationship and guide a high-performing team managing Ahold Delhaize and Albertsons.
• Negotiate annual agreements with precision, optimizing terms that enable mutual growth and reinforce enterprise priorities.
• Drive delivery of topline business metrics, including revenue, volume, share, and financial stewardship of trade and travel budgets.
• Champion data-driven storytelling by leveraging syndicated data platforms and emerging AI tools to create persuasive selling narratives.
• Partner cross-functionally on customer selling stories, innovation plans, and merchandising execution strategies to achieve distribution and shelving goals.
• Monitor performance dashboards, identify gaps, and enable improvement actions to keep programs on track.
• Shape customer routines and collaboration forums, bringing insights to key decision-makers and facilitating flawless execution.
• Mentor and coach direct reports and support staff, building future-ready capabilities that integrate analytics, digital fluency, and consumer insights.

Requirements & Qualifications

• 8-10 years of experience managing national accounts within consumer packaged goods; beverage industry experience strongly preferred.
• Bachelor’s degree or equivalent experience required.
• Must be based in Boston, MA area with flexibility for frequent travel.
• Demonstrated success in annual planning and complex negotiations with major retail customers.
• Expertise using Nielsen/IRI syndicated data and advanced insights to shape recommendations.
• AI fluency and ability to translate digital tools into actionable insights for customer growth strategies.
• Strong financial acumen with proven ability to manage trade investment and departmental budgets responsibly.
• Proficiency in Microsoft Office suite and data visualization tools; comfort navigating CRM platforms.
• Ability to travel up to 50% across customer and bottler network; valid driver’s license required.
• Motor Vehicle Record must meet company standards under Driving Policy.

The Coca-Cola Company will not offer sponsorship for employment status (including, but not limited to, H1-B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require The Coca-Cola Company's sponsorship to continue to work legally in the United States.

Skills:

Business Development, Collaborative Leadership, Communication, Data Insights, Digital Fluency, Influencing, Long Term Planning, Negotiation, Strategic Customer Development, Team Leadership, Trade Strategy

Pay Range:

United States of America: 174,000 USD - 200,000 USD

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.

Location(s):

United States of America

City/Cities:

Remote

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

August 4, 2026

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. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.