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Director of Sales
Coca-Cola Company
Philadelphia, PA, United States
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Director of Sales, Wawa
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.
Job Summary:
The Director will lead the Coca-Cola/Wawa Account Team in all aspects of the business relationship with Wawa, a fast-growing, industry-leading hybrid Convenience Store and QSR customer in the Eastern US geography. Leads the total beverage business - Sparkling and Still DSD business as well as leads our exclusive Freestyle Foodservice strategic platform (Wawa is a top 10 Freestyle customer for the company). Fountain program includes Coca-Cola Freestyle/frozen fcb/smoothies. The Director also leads the strategic senior-level relationships with Wawa, Coca-Cola bottling system and CCNA to drive profitable growth for this valuable customer.
Key Duties/Responsibilities:
• Strategic selling and thought leadership that outlines near & long-term strategies, opportunities and initiatives for Wawa/Coca-Cola growth within all beverage segments; must be solution-focused
• Lead and steward the annual business plan development using CBP/C4V process to deliver agreed-upon volume, profit and share growth targets via detailed and strategic 360-degree price/package plan; utilize CFV selling foundation; DSD and Foodservice
• Leads the development of self and others including two national account executives responsible for the HQ selling call points for DSD and Foodservice
• Lead the top to top business relationship with the customer to achieve most valued supplier status with Wawa
• Align system resources and collaborates cross-functionally to develop and implement best in class food service and retail strategy, shopper marketing and operational programs according to plan, schedule, and budget
• Acts as the system-wide expert on customer strategy, business systems, and operating philosophy
• Manage system investment dollars and deliver acceptable ROI
Related Requirements and Qualifications:
• Bachelor’s Degree, with MBA preferred
• Travel approximately 30%
• Ability to build endearing customer relationships
• Proven leader of professionals
• Cross channel knowledge including QSR Foodservice and CR preferred
• Expertise in cross collaboration and project management due to nature of innovation mindset of the customer
• Strong strategic thinking, relationship-building, selling and negotiating skills
• Working knowledge of C4V selling platform
• Experience in developing successful Collaborative Business Plans and price/package plans to drive growth for retail customers and history of delivering plan objectives
• Ability to effectively work from home
• Foodservice and bottle/can experience
• Minimum of 10 years in sales/marketing and major account management
• Experience in developing successful Collaborative Business Plans and price/package plans to drive growth for retail customers and history of delivering plan objectives
• Strong analytical, verbal and written communications skills are a must
• Strong financial acumen with ability to utilize data to inform strategy
• Proficient in Word, Excel, and PowerPoint
Job Requirements:Strategic selling and thought leadership that outlines near & long-term strategies, opportunities and initiatives for Wawa/Coca-Cola growth within all beverage segments ; must be solution-focused Lead and steward the annual business plan development using CBP/C4V process to deliver agreed-upon revenue, volume, profit and share growth targets via detailed and strategic 360 degree price/package plan ; utilize CFV selling foundation; DSD and Foodservice
Leads the development of self and others including two national account executives responsible for the HQ selling call points for DSD and Foodservice Lead the top to top business relationship with the customer to achieve most valued supplier status with Wawa Align system resources and collaborates cross-functionally to develop and implement best in class food service and retail strategy, shopper marketing and operational programs according to plan, schedule, and budget Acts as the system-wide expert on customer strategy, business systems, and operating philosophy
Manage system investment dollars and deliver acceptable ROI
Years of Experience:7-10 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.