Coca-Cola
Senior Director, Area Sales
Coca-Cola, Tampa, Florida, us, 33646
Senior Director, Area Sales (“SDAS”) is a complex leadership role that is responsible for leading and collaborating with a team of account professionals to deliver critical sales objectives to include volume, revenue, and operating income growth. The leader is also responsible for the overall strategic C-Suite relationships with our key customers to insure to deliver value as a strategic partner. This person will manage and own the P&L for our area national account portfolio headquartered mainly in Florida and a few in Georgia.
This role will work with other important cross functional team and leaders to align on strategy and ensure successful implementation of business driving initiatives through a collaborative business approach in order to meet and exceed business plans. The SDAS will have experience demonstrating a high level of sophistication and industry knowledge - requiring an advanced, hybrid sales/marketing/finance, face-to-face approach with strong customer management, analytical, problem solving, influencing, and negotiation experience that will be critical in order to develop and inspire the area operating team. This opportunity will require successful management of all beverage categories and insights including Coca-Cola Freestyle, legacy BIB, juice category, and bottle/can, while delivering incremental category and innovation opportunities.
Function Specific Activities:
Formulates sales strategy and develops sales forecast, budget & manpower plans; pursues major prospects and leads in major negotiations.
Leads the development of all execution targets and use of appropriate tracking and performance measuring tools.
Responsible for leading the annual planning process for the Florida Area Team.
Indirectly leads a team of cross-functionals who directly support the market. (Marketing, Operations and Finance)
Recruits, hires, and trains emerging sales talent. This role has 7 direct reports.
Coaches, mentors, and develops the sales team to ensure their professional development and to ensure that the organization's need for future leaders is consistently met.
Manages within a nominated sub-function or related sub-functions; typically, a highly experienced manager who is accountable for budget, policy recommendations and medium-term planning.
Responsible for identifying opportunities for profitable growth within designated customers, oversees development and successful selling of customer plans for regional chains, builds enduring relationships with senior management of regional chain accounts and provides strategic direction and leadership to a highly motivated sales team.
Provides strategic direction and framework for the market coordinating with the bottler partners and North America Operating Unit senior leadership.
Provides overall Coca-Cola system leadership in the designated market to include liaison work with various other professional organizations that touch the food service industry.
Coordinates execution requirements with all appropriate Coca-Cola system constituents to ensure customer plans meet overall Company business objectives and strategies.
Ensures comprehensive vertical and horizontal call coverage within the customers' organizational structure.
Leads and stewards top to top calls with designated customers.
Creates a strategic advantage by leveraging the multi-functional capabilities of the Coca-Cola system within the given market.
QUALIFICATIONS AND REQUIREMENTS
Minimum Education Requirement, Bachelor's Degree. MBA preferred.
5+ years in consumer goods industry.
5+ years in sales/marketing or major account management.
3+ years managing professional sales people.
Experience working with market research data.
Experience in developing successful annual business plans.
Strong analytical, verbal and written communications skills are a must.
Proficiency in the following computer applications:
Microsoft Office (Excel, Word, Power Point, and Outlook)
A demonstrated ability to coach, mentor and lead others is a must.
Travel:
25%-30%
Location:
Florida or Atlanta
Leadership Behaviors:
Be the Role Model:
live the growth behaviors and act with a growth mindset, build an environment of trust and safety, and seek the right outcome, not the comfortable one
Set the Agenda:
dream big and establish a compelling vision, bring the outside in by shamelessly borrowing and reapplying, and disagree then commit
Help People Be Their Best Selves:
build and develop talent, serve as a coach and a connector, and make your passion irresistible
Skills:Leadership; Managing Sales Teams; Business Planning; Influencing; Contract Negotiations; People Management; Budgeting; Strategic Selling; organization; Analytical Thinking; Profit and Loss (P&L) Management; Customer Negotiations; Sales
$158,000 - $187,000
#J-18808-Ljbffr
This role will work with other important cross functional team and leaders to align on strategy and ensure successful implementation of business driving initiatives through a collaborative business approach in order to meet and exceed business plans. The SDAS will have experience demonstrating a high level of sophistication and industry knowledge - requiring an advanced, hybrid sales/marketing/finance, face-to-face approach with strong customer management, analytical, problem solving, influencing, and negotiation experience that will be critical in order to develop and inspire the area operating team. This opportunity will require successful management of all beverage categories and insights including Coca-Cola Freestyle, legacy BIB, juice category, and bottle/can, while delivering incremental category and innovation opportunities.
Function Specific Activities:
Formulates sales strategy and develops sales forecast, budget & manpower plans; pursues major prospects and leads in major negotiations.
Leads the development of all execution targets and use of appropriate tracking and performance measuring tools.
Responsible for leading the annual planning process for the Florida Area Team.
Indirectly leads a team of cross-functionals who directly support the market. (Marketing, Operations and Finance)
Recruits, hires, and trains emerging sales talent. This role has 7 direct reports.
Coaches, mentors, and develops the sales team to ensure their professional development and to ensure that the organization's need for future leaders is consistently met.
Manages within a nominated sub-function or related sub-functions; typically, a highly experienced manager who is accountable for budget, policy recommendations and medium-term planning.
Responsible for identifying opportunities for profitable growth within designated customers, oversees development and successful selling of customer plans for regional chains, builds enduring relationships with senior management of regional chain accounts and provides strategic direction and leadership to a highly motivated sales team.
Provides strategic direction and framework for the market coordinating with the bottler partners and North America Operating Unit senior leadership.
Provides overall Coca-Cola system leadership in the designated market to include liaison work with various other professional organizations that touch the food service industry.
Coordinates execution requirements with all appropriate Coca-Cola system constituents to ensure customer plans meet overall Company business objectives and strategies.
Ensures comprehensive vertical and horizontal call coverage within the customers' organizational structure.
Leads and stewards top to top calls with designated customers.
Creates a strategic advantage by leveraging the multi-functional capabilities of the Coca-Cola system within the given market.
QUALIFICATIONS AND REQUIREMENTS
Minimum Education Requirement, Bachelor's Degree. MBA preferred.
5+ years in consumer goods industry.
5+ years in sales/marketing or major account management.
3+ years managing professional sales people.
Experience working with market research data.
Experience in developing successful annual business plans.
Strong analytical, verbal and written communications skills are a must.
Proficiency in the following computer applications:
Microsoft Office (Excel, Word, Power Point, and Outlook)
A demonstrated ability to coach, mentor and lead others is a must.
Travel:
25%-30%
Location:
Florida or Atlanta
Leadership Behaviors:
Be the Role Model:
live the growth behaviors and act with a growth mindset, build an environment of trust and safety, and seek the right outcome, not the comfortable one
Set the Agenda:
dream big and establish a compelling vision, bring the outside in by shamelessly borrowing and reapplying, and disagree then commit
Help People Be Their Best Selves:
build and develop talent, serve as a coach and a connector, and make your passion irresistible
Skills:Leadership; Managing Sales Teams; Business Planning; Influencing; Contract Negotiations; People Management; Budgeting; Strategic Selling; organization; Analytical Thinking; Profit and Loss (P&L) Management; Customer Negotiations; Sales
$158,000 - $187,000
#J-18808-Ljbffr