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Director, Sales
Coca-Cola Company
Bellevue, WA, United States
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Director, US Sales - Costco
Position Overview:It’s an exciting time to work in The Coca-Cola Company’s flagship market. We’re accelerating our momentum as the fastest-growing large consumer goods company in North America by putting people at the heart of our business and everything we do – whether we’re innovating to give consumers the drinks and packaging sizes they want, or building our eCommerce capabilities. People are our focus when we’re collaborating with our diverse network of locally-connected bottling partners, and when we’re returning every drop of water we use to communities and nature. And people – with the different backgrounds, skills and perspectives they bring to our workplace – are helping transform our business, one big idea at a time. We empower our employees to challenge the status quo, make bold recommendations, experiment and adapt, so we can grow together and make a great business even better.
Function Specific Activities:
The Director, US Sales - Costco is responsible for delivering an annual volume plan of ~33M EQ cases annually across Costco’s flagship US market. This associate will be responsible for understanding both Costco’s and the local Coca-Cola/bottler business needs, working with local commercial teams to build and socialize club/Costco customer strategy and working with local Coca-Cola teams to design and implement winning customer business plans.
Regular duties include:
• Lead the relationship with Costco’s US Team located in Issaquah, WA.
• Collaborate with US Bottlers on strategies linked to needs and steward the business, operational and/or personal value created for the customer by The Coca-Cola Company.
• Activating The Coca-Cola Company System (e.g., cross-functional team members, segment resources) to develop and implement solutions that profitably meet internal/external customer’s needs to drive beverage category retail sales dollars, volume, and profit.
• Building and leveraging relationships within and outside the customer's organization to reach implementation of jointly developed plans in each of the markets.
• Supporting US Bottlers to socialize and implement best in class tactics to support domestic Costco team strategies.
PRIMARY RESPONSIBILITIES
• Provide technical, customer relations, and personnel management for major programs and projects.
• Onboard Account Executives and their Management responsible for day to day relationships with Costco.
• Work with bottlers to create and execute Costco Annual Business Plans in markets to monitor relationship, re-affirm strategies linked to needs and steward the business.
• Conduct regular business reviews with external and internal customers to steward business health, re-affirm progress against joint strategies and deepen market relationships with both Costco local operating teams as well as leadership within Coca-Cola Company and Bottling partners.
• Serve as a coach in local vending, e-commerce and Fountain negotiations/contracts for US Markets.
Requirements:
Education - Minimum Required: Bachelor’s Degree or equivalent work experience. Master’s degree preferred.
Multiple Language Experience a plus.
Experience – 7-10 year sales and/or commercial experience. Experience with large matrixed domestic and/or global customers preferred.
Functional Skills:
Customer Knowledge (Business): Knowledge of the customer's and internal customer’s business priorities, values and preferences (i.e., business culture, business background, key business objectives and priorities, key business
challenges and strengths). Ability to gain customer knowledge by applying Collaborating for Value tools and methodologies.
Customer Focus: Making customers (external and internal) and their needs a primary focus of one's actions; developing and sustaining productive customer relationships; creating and executing plans and solutions in collaboration with the customer.
Advancing the Customer Relationship: Ability to facilitate and accelerate the business relationship based upon an understanding of the customer. Includes the ability to actively listen and engage in conversation with customers to uncover relevant information, resources and solutions.
Job Requirements:
Years of Experience:5-7 Years Experience
Leadership Behaviors:
• DRIVE INNOVATION: Generate new or unique solutions and embrace new ideas that help sustain our business(encompassing everything from continuous improvement to new product and package innovation).
• COLLABORATE WITH SYSTEM, CUSTOMERS, AND OTHER STAKEHOLDERS: Develop and leverage relationships with stakeholders to approximately stretch and impact the System (Company and Bottler).
• ACT LIKE AN OWNER: Deliver results, creating value for our Brands, our System, our customers, and key stakeholders.
• INSPIRE OTHERS: Inspire people to deliver our mission and 2020 Vision, demonstrate passion for the business and give people a reason to believe anything is possible.
• DEVELOP SELF AND OTHERS: Develop self and support others' development to achieve full potential.
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.