Sales Manager

Job Description Summary:

The position will manage multiple foodservice customers in various channels: Quick Service Restaurant (QSR), FSR (Full-service Restaurant), and Fast Casual. A critical component of this role is selling all package forms to the portfolio of customers and build lasting and meaningful relationships with key stakeholders. This position will also be responsible for seeking out and converting competitive chain business. The Sales Manager responsibilities include managing all aspects of customer’s businesses including strategic assessment of the business, sales forecasting, conducting regular business reviews, managing senior level relationships and effectively activating and implementing the beverage strategy. 

Function Related Activities/Key Responsibilities

• Lead your portfolio of customers with clear direction and coaching to achieve your Annual Business Plan (ABP) through best-in-class consumer insights, category leading brands, globally commercialized tools, strong collaboration and creativity.
• Engage and leverage a networked organization to become a channel expert sharing your success with peers across the country while learning and deploying best practices imported from across the globe supporting delivery of your ABP.
• Lead contract negotiations/re-negotiations with customer c-suite, third party consultants and the Coca-Cola system to enhance and formalize the partnership growing both system revenue and brand availability. 
• Conduct routine business reviews with customers including channel specific consumer insights, channel landscape updates, outlet level audits, contract compliance discussions, and SME recommendations to win your seat at the customers leadership table.
• Build and strengthen C-Suite relationships to unlock previously unobtainable resources enhancing the value created for the customer by The Coca-Cola Company.
• Collaborate with cross functional team members (e.g. Marketing, Finance, CAT, Operations) to jointly deliver each customers objectives, volume and profit plan.
• Maintain organized records through multiple internal systems tracking payments, contract compliance, volume reporting and more.

Qualifications:

Education Requirements: 

• Bachelor’s Degree or equivalent work experience

Related Work Experience: 

• At least 3+ years of successful sales account management, 5+ years of experience a plus.  Foodservice experience preferred.
• Effective communication, technical presentation, sales negotiation, and closing techniques.
• Proven track record of securing sales of various offerings, working with multiple levels of purchasing tiers.
• Proven ability to identify customer needs based on customer feedback and identify opportunities through technical knowledge.
• Demonstrated sales lead development and account cultivation.
• Demonstrated ability to manage multiple priorities without direct supervision effectively. 

Functional Skills:   

• Navigate Difficult Situations/Strong Negotiator: Even Keel, comfortable with ambiguity and creative in finding mutually beneficial solutions.
• Confident Collaborator: Build meaningful and lasting relationships with internal and external stakeholders fast.
• Culture Forward: Leave things better than you found them and elevate those around you.

Leadership Behaviors:

Be the Role Model: live the growth behaviors and act with a growth mindset, build an environment of trust and safety, and seek the right outcome, not the comfortable one

Set the Agenda: dream big and establish a compelling vision, bring the outside in by shamelessly borrowing and reapplying, and disagree then commit

Help People Be Their Best Selves: build and develop talent, serve as a coach and a connector, and make your passion irresistible

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, Business Development, Business Planning, Collaborative Leadership, Communication, Consultative Sales Management, Contracts, Customer Insights, Customer Relationship Management (CRM), Decision Making, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales Forecasting, Sales Management, Sales Process

Pay Range:

United States of America: $103,000 - $121,000

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:

00% - 25%

Relocation Provided:

No

Job Posting End Date:

May 14, 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.