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Distributor National Sales Executive - Florida (Jacksonville, Tampa, Orlando or Fort Lauderdale)

The Coca-Cola Company

  • Location: Atlanta, GA - USA
  • Post Date: 2/1/2019
  • Job Type: REMOTE
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Job ID: R-18237

Position Overview:

Responsible to grow and lead the business of a large group of distributor DC's in North America. May also be responsible to lead one of our top five largest broadline distributor HQ call points. Key responsibilities for this role are to build value based relationships in the distributor network and influence their decision making relative to the availability and sale of The Coca-Cola Company products. Specifically, this position will be responsible for up to 25 call points/ownership groups that collectively represents sales between 30-38mm EQ cases of Coca-Cola Foodservice products. Additionally, this position will be responsible for building the capability of and influencing up to 1,000 Distributor Sales Representatives.

Function Specific Activities:

Function Related Activities/Key Responsibilities

  • Develop relationships with HQ & operating company Presidents, CEOs, CFOs, VP Customer Relationships, CMO's, VP Supply Chain of the national/dedicated distributors as well as ownership/leadership of key broadline/regional distributors
  • Manage and lead collaborative business planning that delivers mutually beneficial value and growth for CCNA National Foodservice & On-Premise and our National Foodservice distributors.
  • Responsible for the collaboration, development and execution of key partnership initiatives, category programs and brands that fulfill agreed to business plan.
  • Advance the capability building of the Distributor Sales Representatives (DSRs) in the identification of beverage category growth opportunities and sell-in of CCNA brands to expand availability of Chilled Juice and future innovation.
  • Direct Supply Chain strategy development and activation of initiatives for driving efficiencies across CCNA Product Supply and our Foodservice distributors operations.
  • Keep abreast of competitive activities within the responsible geography and communicate appropriate activity in a timely manner.
  • Collaborate with cross-functional representation to ensure that CCNA delivers the full depth and breadth of resources that result in mutual benefits/results.
  • Lead the stewardship routines with responsible distributors that measures/communicates each partner's activities against mutually agreed to within plan.
  • Advance activation of CCNA category innovation (Freestyle, Tea, Refresh Server, Juice & VEB brands) at national and local levels with Foodservice distributor network.
  • Collaborate and foster relationships with our local bottling partners and distributor portfolio; build sales capability and facilitate stewardship discussions.
  • Champion change through elimination of barriers and ongoing service issues to provide highest level of distributor customer service.

Education Requirements: 

  • Education:  Bachelor's Degree or equivalent work experience
  • Related Work Experience:  at least 7-10 years

Related Work Experience: 

  • Relationship management (suppliers, contractors, bottlers) knowledge of third party supplier/contractor culture/core competencies.
  • Supplier performance management:  Knowledge of supplier capabilities and performance to enhance and manage relationships (specifically foodservice distributor suppliers).
  • Project Management:  Ability to lead, prioritize, collaborate and execute complex projects.
  • Negotiating:  Seek alternatives and recommend best solutions that gain all parties support and lead to win-win results.

Travel 50%

Functional Skills:   

  • Advancing selling and negotiation skills
  • Strategic planning
  • Financial acumen (understanding of P&L)
  • Creating customer and company value through distributor capabilities

Job Requirements:

Years of Experience:

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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