The position will manage multiple foodservice customers in various channels: Quick Service Restaurant (QSR), FSR (Full-service Restaurant), and Fast Casual. A critical component of this role is selling all package forms to the portfolio of customers and build lasting and meaningful relationships with key stakeholders. This position will also be responsible for seeking out and converting competitive chain business. The Sales Manager responsibilities include managing all aspects of customer’s businesses including strategic assessment of the business, sales forecasting, conducting regular business reviews, managing senior level relationships and effectively activating and implementing the beverage strategy.

Function Related Activities/Key Responsibilities

Lead your portfolio of customers with clear direction and coaching to achieve your Annual Business Plan (ABP) through best-in-class consumer insights, category leading brands, globally commercialized tools, strong collaboration and creativity.
Engage and leverage a networked organization to become a channel expert sharing your success with peers across the country while learning and deploying best practices imported from across the globe supporting delivery of your ABP.
Lead contract negotiations/re-negotiations with customer c-suite, third party consultants and the Coca-Cola system to enhance and formalize the partnership growing both system revenue and brand availability.
Conduct routine business reviews with customers including channel specific consumer insights, channel landscape updates, outlet level audits, contract compliance discussions, and SME recommendations to win your seat at the customers leadership table.
Build and strengthen C-Suite relationships to unlock previously unobtainable resources enhancing the value created for the customer by The Coca-Cola Company.
Collaborate with cross functional team members (e.g. Marketing, Finance, CAT, Operations) to jointly deliver each customers objectives, volume and profit plan.
Maintain organized records through multiple internal systems tracking payments, contract compliance, volume reporting and more.

Qualifications:

Education Requirements:

Bachelor’s Degree or equivalent work experience

Related Work Experience:

At least 3 years of successful sales account management, 5-years of experience a plus

Functional Skills:

Navigate Difficult Situations/Strong Negotiator: Even Keel, comfortable with ambiguity and creative in finding mutually beneficial solutions.
Confident Collaborator: Build meaningful and lasting relationships with internal and external stakeholders fast.
Culture Forward: Leave things better than you found them and elevate those around you.

Location: Irvine, Southern California

Travel: Approximately 10-25%

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

Business Planning; Sales Process; Account Management; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Marketing; Pitch Presentations; Customer Insights; Consultative Sales Management; Contracts; Sales Forecasting; Communication; National Account Sales; Consultative Selling; Decision Making; Business Development; Negotiation