Job Description Summary:
The Senior Manager, Sales – Warehouse is responsible for leading sales strategy, customer engagement, and commercial execution across assigned warehouse-delivered retail customers. The role will primarily focus on accelerating profitable growth through the warehouse route-to-market and broker/agency model, while also supporting DSD execution and building strong relationships with Coca-Cola bottling partners to ensure aligned customer plans and marketplace execution.
Key Responsibilities
- Warehouse Sales Leadership: Develop and execute customer and channel strategies that accelerate volume, revenue, profitability, and share growth, with primary responsibility for the warehouse-delivered business.
- Customer Leadership: Build strong relationships with key customer decision-makers and translate customer priorities into actionable joint business plans.
- Broker/Agency Leadership: Lead the sales agency/broker relationship, establishing clear priorities, performance expectations, execution standards, and accountability.
- DSD Execution: Support DSD business priorities and execution across assigned customers, ensuring alignment between customer plans, warehouse initiatives, and in-market execution.
- Bottler Relationship Management: Build and maintain strong partnerships with Coca-Cola bottling partners, aligning on customer strategies, execution priorities, opportunities, and issue resolution to deliver against shared business objectives.
- Route-to-Market Integration: Connect Warehouse, DSD, broker, bottler, and customer strategies to deliver a cohesive approach to the marketplace and maximize total Coca-Cola system opportunities.
- Business Planning: Lead annual business planning, customer strategies, forecasting, promotional planning, innovation launches, and key selling initiatives.
- Commercial Execution: Drive assortment, distribution, pricing, promotion, merchandising, and innovation opportunities across assigned customers.
- Performance Management: Leverage sales, category, customer, and market data to identify opportunities, measure performance, and drive corrective actions.
- Cross-Functional Leadership: Partner across category, revenue growth management, shopper marketing, supply chain, finance, operations, and other functions to deliver customer commitments.
- Strategic Growth: Identify whitespace opportunities and develop plans to expand distribution, improve assortment, increase velocity, and recruit consumers.
- Financial Stewardship: Manage customer investments and commercial resources with disciplined focus on profitable, sustainable growth.
Qualifications & Requirements
- Bachelor’s degree in Business, Marketing, or a related field preferred.
- 5+ years of key account, sales, or customer management experience within the beverage or consumer packaged goods industry.
- Demonstrated success in sales, complex selling, negotiation, and managing a medium-to-large book of business.
- Strong analytical capabilities, with experience leveraging Excel, Power BI, Nielsen, and other data sources to identify opportunities and drive business decisions.
- Experience developing and managing customer price/package plans, promotional strategies, and commercial programs.
- Proven ability to manage the needs and priorities of multiple stakeholders across complex business systems and translate customer priorities into actionable business plans.
- Demonstrated ability to develop, sell in, and execute customer promotional programs, innovation, and key strategic initiatives.
- Experience working across Warehouse and DSD routes-to-market, including managing execution through brokers/sales agencies and collaborating with bottling partners.
- Ability to build strong relationships across customers, brokers, bottlers, and internal cross-functional teams to drive alignment and execution.
- Proven ability to lead and influence through indirect teams, including brokers, bottling partners, and cross-functional stakeholders, without direct reporting authority.
- Strong business development and joint business planning capabilities, with a track record of identifying and delivering growth opportunities.
- Self-motivated with a strong work ethic, high level of accountability, and exceptional drive for results.
- Excellent written and verbal communication skills, with the ability to translate complex data and insights into clear, compelling recommendations and customer-facing stories.
What We Can Do For You
- Iconic & Innovative Brands: Our portfolio represents over 250 products with some of the most popular brands in the world, including Coca-Cola, Simply, Fairlife & Topo Chico.
- Expansive & Diverse Customers: We work with a diversified group of customers which range from retail & grocery outlets, theme parks, movie theatres, restaurants, and many more each day.
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:
Client Service, Communication, Contract Agreements, Key Accounts, Marketing, Microsoft Office, Negotiation, Persuasion, Pricing Strategies, Sales Cycle, Sales Process, Waterfall Model
Pay Range:
United States: 119,000 - 145,800 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:
15
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:
Irvine
Travel Required:
26% - 50%
Relocation Provided:
No
Job Posting End Date:
October 25, 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.
