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Job Description Summary:
Position Overview:
The Senior Director of Sales - Natural Channel Lead will be responsible for setting the vision, strategy and for delivering the Annual Business Plan for The Coca-Cola Company's Natural Channel business in North America. They will also lead the customer relationship for Whole Foods Market.
This role reports into the VP of Emerging Channels and involves leading a team of 2 direct reports and cross-functional partners to achieve customer and partner success, drive business goals, and accelerate innovation with a focus on people and planet initiatives.
What You'll Do for Us
Key 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.
What You'll Need
Qualifications:
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.
Primary Location: Chicago is the preferred location. Also open to Atlanta, Georgia (AOC), or Based in Austin, TX with regular in-person engagement at the Whole Foods Market office.
What We Can Do For You
Iconic Brand: Work on the most recognized brand in the world and be part of developing the brands next chapter.
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.
Skills:
Account Management, Analytical Thinking, Business Development, Business Planning, Communication, Consultative Sales Management, Contract Agreements, Customer Relationship Management (CRM), Decision Making, Leadership, Long Term Planning, Marketing, Negotiation, Pitch Presentations, Relationship Building, Sales Forecasting, Sales Management, Sales Process, Solutions Selling, Waterfall ModelPay Range:
United States of America: 174,000 USD - 200,000 USDBase pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.
Annual Incentive Reference Value Percentage:
30Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.
Location(s):
United States of AmericaCity/Cities:
ChicagoTravel Required:
26% - 50%Relocation Provided:
NoJob Posting End Date:
July 3, 2026Our Purpose and Growth Culture:
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
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. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.