[Remote] Senior Director I, Sales - Natural Channel

Note: The job is a remote job and is open to candidates in USA. The Coca-Cola Company is a leading beverage company, and they are seeking a Senior Director of Sales - Natural Channel Lead. This role is responsible for setting the vision and strategy for the Natural Channel business in North America, leading a team to achieve customer success and drive business goals.

Responsibilities

• Lead and deliver the Annual Business Plan for the Natural Channel portfolio by building high-impact partnerships with Whole Foods Market, UNFI, and a dynamic ecosystem of natural retailers and broker partners
• Lead, coach, and inspire a 2 high-performing National Sales Executives, while mobilizing brokers and cross-functional partners to deliver exceptional customer outcomes
• Shape and deliver strategic Joint Business Plans with top customers, translating vision into actionable Annual Business Plans that unlock sustainable growth
• Serve as the thought leader and expert on Natural Channel trends, shopper insights, and emerging best practices—turning insights into bold, actionable strategies that fuel growth for The Coca-Cola Company
• Leverage category management and revenue growth management expertise to generate insights, inform decisions, and drive measurable business impact
• Demonstrate organizational agility and influential leadership to unlock resources, build advocacy, and accelerate momentum behind Natural Channel growth
• Cultivate trusted relationships with key retail and distributor partners (e.g., Whole Foods, Sprouts, UNFI, KeHE)
• Build strong cross-functional alignment to ensure seamless execution and shared accountability across the system
• Ensure flawless end-to-end execution by aligning system resources and coordinating across customers, distributors, brokers, and bottlers
• Optimize broker strategy and performance, partnering closely with broker leadership to drive growth and operational excellence
• Act as the system-wide authority on Natural Channel customers, providing strategic guidance and actionable insights to internal stakeholders
• Influence brand and R&D innovation, advocating for natural channel needs and shaping a portfolio that resonates with evolving consumer preferences

Skills

• Bachelor's degree in Business, Marketing, or related field; MBA preferred
• Minimum of 10 years of experience in sales, marketing, or customer management within the Consumer Packaged Goods industry
• Demonstrated experience in Sales and/ or related functions - account management, category leadership, RGM - the Natural Channel (Whole Foods, Sprouts, UNFI, KeHE et al.) and operations roles within a team
• Experience with Trade Management, Promotions Optimization and Revenue Growth Management is a plus
• Experience working with brokers like Acosta
• Demonstrated experience leading cross functional teams. People leadership experience is a plus
• Experience in managing strategic partnerships, particularly with key brands like Topo Chico
• Exceptional communication, negotiation, and relationship-building skills
• Strong analytical, Excel, modeling, and revenue growth management skills
• Ability to influence and collaborate with brand, R&D, and cross-functional teams

Benefits

• A full range of medical, financial, and/or other benefits, dependent on the position, is offered.
• Annual Incentive Reference Value Percentage: 30
• Exposure to World Class Leaders: Availability to global marketing leaders that will expand your network and exposure you to emerging digital platforms and marketing insights.
• Learning Culture: Access to resources such as Coke University, LinkedIn Learning and management programs that give you the resources to continually develop your skills and knowledge.

Company Overview