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National Account Director - Sprouts

The Coca-Cola Company

  • Location: TEMPE, AZ - USA
  • Post Date: 3/1/2019
  • Job Type: FULL TIME
  • TRAVEL REQUIRED: 26% - 50%
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Job ID: R-24732

Position Overview:

The National Accounts Director ( Sales Lead) for Sprouts Farmers Market is responsible for leading and nurturing the full Coca-Cola Company portfolio business relationship with volume. This sales leader will be responsible for this key retailer in the strategic Natural & Specialty Trade channel as well as other key Natural Channel Retailers.

Sprouts Farmers Market is an expanding national customer with 330+ stores in the USA and represents ~ 34% of the total trade channel retail $ share.
Director responsible for leading our partnership with Sprouts, understanding customer's business needs, managing the P&L, identifying and managing issues faced and opportunities with various customer buyers in order to develop viable solutions while working with the multiple internal and external stakeholders. Key stakeholders include those in the Still, Sparkling and Minute Maid Business Units as well as Venturing and Emerging brands, the Coca-Cola North America (CCNA) commercial organization and National Retail Sales team as well as external brokers and agencies. Also responsible for a complex route to market including Direct service Delivery, Customer Direct to Warehouse, and UNFI/KeHE distribution

Function Specific Activities:

Regular duties include: 

  • Initiate and create sustainable Joint Business Planning routines with customer leaders.
  • Conduct regular business reviews with customers to advance relationship.
  • Create and confirm strategies linked to needs and steward the business, operational and/or personal value created for the customer by The Coca-Cola Company (TCCC).
  • Activate TCCC System (e.g., cross-functional team members, segment resources) to develop and implement business plan/solutions that meets customer needs and drives beverage category profit and volume.
  • Build and leverage relationships within and outside the customer's organization to reach implementation of the jointly developed plan.
  • Collaborate with the customer and account team in order to identify needs and determine project components.
  • Manage programs and associated budgets to strategically grow operating income for TCCC.
  • Act as the voice of the customer and work in conjunction with multiple operating units within TCCC to drive category leadership and growth.
  • Develop and execute business strategies to drive engagement of broker and field sales teams.
  • Execute plans through the Natural Strategic Sales Team, brand GM's and marketing leads, finance and supply chain, inclusive of clear direction through standard communication routines.
  • Initiate and manage category advisory services resources to support and provide customer with category captain leadership and insights and support customer growth and TCCC and brand partner growth and leadership.


  • Provide technical, customer relations, and personnel management for major programs and projects.
  • Conduct regular business reviews with customers in order to monitor relationship, re-affirm strategies linked to needs and steward the business, operational and/or personal value created for the customer by The Coca-Cola Company.
  • Build business plan/solution and contingency plan in collaboration with the customer and distribution partners and portfolio brands using information collected during the account discover process to ensure plan meets customer needs.
  • Participate in contract negotiations/re-negotiations with customer and our portfolio brands and distributor partners in order to formalize agreements.  
  • Create and execute Annual Business Plan and Long Range Business Plan for customer in order to monitor relationship, re-affirm strategies linked to needs and steward the business and achieve NARTD category leadership objectives for TCCC.


  • Minimum Required:  Bachelor's Degree
  • Preferred Level:   Bachelor's Degree


  • Minimum Required:  5-7 year sales experience
  • Preferred Level:  5 year sales experience


Minimum Required: 

  • Communicates Effectively
  • Planning and Organizing
  • Advancing the Customer Relationship
  • Customer Focus
  • Annual Business Planning
  • System Knowledge
  • Customer/Business Knowledge
  • Collaborating for Value Knowledge
  • Resource Management
  • Brand Knowledge
  • Analytics
  • Enhancing and Sustaining the Performance of Others
  • Contract Procedures
  • Forecasting
  • Pricing Management
  • Advancing Distributor Relationships

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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