Director, National Sales – IBC & Convenience Retail

• Serve as the primary Headquarters contact for the Independent Buyers Company (IBC)
• Lead strategic engagement across key convenience retail customers and partners
• Develop and execute a multi-year business strategy aligned with IBC growth objectives, member retailer goals, and Coca-Cola commercial priorities
• Lead price package architecture, investment strategies, program development, and division sales alignment
• Negotiate with IBC leadership, retail members, customers, and the Coca-Cola System
• Design and implement innovative, consumer-focused solutions to drive beverage category growth, shopper engagement, and profitability
• Build and nurture relationships within IBC, member retailers, and Coca-Cola stakeholders
• Conduct regular business reviews and deliver measurable results
• Partner with Coca-Cola franchise bottlers on market strategies and localized commercial plans
• Analyze sales trends, package mix, category performance, and sales margins to identify growth opportunities
• Use agile management practices to measure, evaluate, and refine initiatives
• Collaborate with marketing, finance, category leadership, and operations teams
• Drive innovation, strategic direction, customer value, and growth

Requirements

• 7-10+ years of experience in the consumer packaged goods (CPG) industry, retail sales, national account management, customer leadership, or related commercial roles
• Experience supporting convenience retail customers, retail cooperatives, buying groups, franchise systems, or multi-unit retail organizations strongly preferred
• Experience within the Coca-Cola System, direct customer engagement, and people leadership highly desirable
• Strong strategic thinking and leadership capabilities
• Proven ability to manage and grow complex customer relationships
• Expertise in data analysis and identifying growth opportunities
• Exceptional negotiation and communication skills
• Demonstrated ability to lead cross-functional teams and drive collaboration
• Experience developing and executing innovative, customer-centric solutions
• Bachelor’s degree or equivalent work experience
• 25-35% travel required
• Must be currently authorized to work full-time in the United States and must not require The Coca-Cola Company's sponsorship to continue working legally in the United States

Core Competencies

Demonstrates expertise in developing and executing multi-year business strategies within the consumer packaged goods industry, focusing on customer engagement and innovative solutions. Proven ability to analyze data, negotiate effectively, and lead cross-functional teams to drive growth and profitability.

Highest-signal resume keywords

• Consumer Packaged Goods (CPG) Experience
• Strategic Thinking
• Data Analysis
• Negotiation Skills
• Cross-Functional Team Leadership

ATS Optimization Keywords

Hard Skills

• Business Strategy Development
• Sales Trend Analysis
• Program Development
• Price Package Architecture
• Investment Strategies

Soft Skills

• Exceptional Communication Skills
• Relationship Building
• Leadership Capabilities
• Collaboration

Industry Keywords

• Retail Sales
• National Account Management
• Customer Leadership
• Convenience Retail
• Coca-Cola System

Tools & Technologies

• Agile Management Practices