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Market Development Sales Manager, NY Metro

The Coca-Cola Company

  • Location: New York, NY - USA
  • Post Date: 11/1/2018
  • Job Type: FULL TIME
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Job ID: R-17789

Position Overview:

The Senior Sales Manager MMBU Sales, NY leads the development and implementation of retail and wholesale customer joint business plans for warehouse/distributor route to market brands (i.e. Simply, Minute Maid, Gold Peak, Hi-C, fairlife, Odwalla, Suja, Zico) accountable for total volume, net revenue, gross profit, trade funds, and market share growth. The Sr Sales Manager is responsible for the development and execution of customer and market specific business plans to maximize Availability, Merchandising, Pricing, and Space (AMPS) through the management of 2 direct reports (Retail Execution Managers), independent customers, distributors, bottler collaboration, and brokers within assigned geography (NY metro). Leads the development and implementation of market and customer specific strategy and tactics required for cross functional actions including category advisory, customer service, finance, and marketing, and communication of customer activity with other Coca-Cola National sales associates (other routes to market).

Function Specific Activities:

PRIMARY RESPONSIBILITIES:

·Directs and monitors the activities of a sales team within a specified geography, product line or market segment to achieve established sales targets.

·Leads headquarter relationship with Eastern Distributors and other local distribution agents as determined by business need

·Develops sales plans and campaigns; prepares sales forecasts and budgets; monitors sales volume, revenues and costs against forecasts to identify problem areas

·Responsible for coordinating channel strategies and prospecting with corresponding Bottlers

·Negotiate and maintain integrity of contracts with existing and new distributors/customers

·Leads annual plan achievement through building and executing strategies in the NY Metro market (independents) that are aligned with the MMBU commercial strategies.  Partners directly with sales leadership of bottler, MMBU, and distributors to ensure effective execution of market strategies and to address any gaps

·Provides strategic coaching on development, approach and implementation of commercial strategies

·Manage core people processes - talent management, performance management, individual development.  Coach, mentor and increase capability to become a high performing, diverse team, and employee engagement.

CAPABILITIES& TECHNICAL SKILLS:

  • Performance Management:  Deep understanding of the drivers of the business and levers to adjust if plans are off track.  Within this functional skill one would want to consider the following - forecasting, execution, gap solving, etc.  Monitor plan and execution progress to resolve any plan variances and provide accurate communication to stakeholders.
  • Execution Excellence:  Develops and employs plans that ensure execution of critical initiatives
  • Category Management:  Utilization of beverage knowledge (trends, category constructs, etc.) to determine the most effective AMPS to accelerate revenue and profits across all stakeholders.  Experience with syndicated data and insights.
  • Negotiation:  Able to manage complex customer negotiations, serve as coach to the team or lead the negotiation
  • Demonstrated leadership skills
  • Customer planning experience; execution bias for action
  • Brand Acumen -  positioning, role, occasions, vision
  • Knowledge in the Collaborating For Value selling process and tools
  • Effectively communicates & builds relationships with internal and external leaders at the highest levels of any organization
  • Ability to influence and align senior leadership on strategic planning and actions
  • Resource stewardship - the ability to redirect, or reposition resources (i.e., time, money, people) toward mutually beneficial business solutions

Leadership/Growth Behaviors: 

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 Systems, Customers and Other Stakeholders:  Develop and leverage relationships with stakeholders to appropriately 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 & 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. 

QUALIFICATIONS

Education

Minimum Required: BS/BA (or equivalent) 

 

Experience

Minimum Required:

·5-7 years progressive customer management and sales leadership experience (including people leadership and international experience)

·1-2 years cross-functional experience outside of Sales (e.g., Commercial Leadership, Supply Chain, Field Execution) 

Preferred Level

·8-10 years progressive customer management and sales leadership experience (including people leadership and international experience)

·2-3 years cross-functional experience outside of Sales (e.g., Commercial Leadership, Supply Chain, Field Execution)

Travel - Up to 50%

Job Requirements:

Years of 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. Apply
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