Job Description Summary:
At The Coca‑Cola Company, our vision is simple yet powerful: loved brands, done sustainably, for a better shared future. Walmart stands as one of our most significant global retail partners, representing an unparalleled opportunity to connect with shoppers and drive sustainable, shared growth. The Sales Director – Walmart leads Coca‑Cola’s strategic relationship with Walmart, translating enterprise priorities into joint business plans that deliver measurable commercial results across in-store and digital channels.
This role serves as the senior commercial leader for the Walmart customer team, responsible for building trust with key decision-makers, shaping long-term category strategies, and mobilizing cross-functional teams to deliver seamless execution. The ideal candidate combines deep customer insight, commercial acumen, and influence across complex organizations to turn Coca‑Cola’s capabilities, innovation, and system partnerships into compelling customer value.
What You’ll Do for Us
- Lead the Walmart customer strategy and joint business planning process, connecting growth priorities, category opportunities, and execution plans across all business segments.
- Build trusted, senior relationships with Walmart executives across merchandising, replenishment, operations, finance, and digital functions to strengthen collaboration and alignment.
- Develop and deliver account business plans that outline clear goals, strategic initiatives, resource requirements, innovation priorities, and measurable performance outcomes.
- Conduct regular business reviews to assess category performance, share shopper insights, and anticipate opportunities that improve execution and profitability.
- Drive omnichannel growth across Walmart’s brick‑and‑mortar and digital platforms, ensuring best‑in‑class assortment, availability, merchandising, and shopper experience.
- Partner with cross‑functional Coca‑Cola teams spanning category leadership, revenue growth management, supply chain, finance, marketing, commercial strategy, legal, and operations to deliver joint priorities.
- Ensure disciplined commercial execution by proactively resolving service challenges, addressing barriers, and maintaining operational excellence across the system.
- Monitor market dynamics, competitor actions, and shopper trends to identify growth opportunities and inform strategic updates to the account plan.
- Lead annual customer negotiations and commercial discussions, balancing customer needs with system economics and investment efficiency to secure long-term, sustainable growth.
- Coach and develop account team members, fostering collaboration, accountability, and continuous improvement across the broader Coca‑Cola system.
- Champion simplification and change management processes that strengthen team agility and responsiveness to Walmart’s evolving business priorities.
Requirements & Qualifications
- Bachelor’s degree or equivalent work experience required.
- 7–10 years of national account sales, customer leadership, or commercial management experience in beverage, food, or consumer packaged goods; Walmart experience highly preferred.
- Demonstrated ability to cultivate senior customer relationships and lead complex joint business planning processes from strategy through execution.
- Strong financial and commercial acumen, including expertise in trade investment evaluation, pricing architecture, and customer economics.
- Proven experience leading through influence, managing competing priorities, and executing initiatives across a matrixed organization.
- Familiarity working with bottlers, distributors, and supply chain partners to coordinate end‑to‑end commercial delivery.
- Excellent executive communication skills—written, verbal, and visual—capable of simplifying complex data into actionable recommendations.
- Collaborative, solutions‑oriented leadership style with a track record of developing teams and achieving win‑win results with customers.
- Digital and e‑commerce fluency, including understanding of omnichannel retail strategies and digital shopper engagement.
- Ability to travel approximately 15%; relocation support available for exceptional candidates.
What We’ll Do for You
- Provide a strategic platform to shape long-term growth initiatives with one of the world’s largest and most influential retailers.
- Create opportunities to represent an iconic, innovative brand portfolio including Coca‑Cola, Simply, fairlife, and Topo Chico.
- Enable collaboration across the Coca‑Cola System to lead high-visibility priorities and strengthen enterprise-level commercial capabilities.
- Equip you with leading insights, technology, and RGM frameworks to drive category growth and elevate partnership performance across channels.
The Coca-Cola Company will not offer sponsorship for employment status (including, but not limited to, H1-B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require The Coca-Cola Company's sponsorship to continue to work legally in the United States.
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 Model
Pay Range:
United States: 141,000 - 165,200 USD

Base 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:
30
Annual 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 America
City/Cities:
Rogers
Travel Required:
00% - 25%
Relocation Provided:
No
Job Posting End Date:
October 30, 2026
Our 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.
