Senior Sales Executive (Bass Pro Shop)

The North America Foodservice Distribution Network, a $230B Revenue Industry, is the foundation and instrumental route-to-market for ensuring our Coca-Cola Foodservice brands and packages are delivered to the right place at the right time making sure our customers can always serve the highest quality Beverages for Life for the delight of our consumers.

Distribution Management is the key leader for a geographical territory of strategic Foodservice Broadline Distributor HQ ownerships and operating companies across North America. Our vision is to be the most valued, indispensable business partner and supplier of our Distributors. The Distributor network sells and delivers more than 87% of our total Foodservice cases through its operations.

The role will drive performance and influence distributors agreement for expanding the availability and sale of Coca-Cola North America Foodservice, Juice and Bottle/Can and future innovation products while building the capability of and inspiring more than 2,000 Distributor Sales Representatives to grow our Foodservice and On-premise market outlet presence.

Function Related Activities/Key Responsibilities

• Lead annual business planning for portfolio of distributors that delivers against Coca-Cola strategic priorities while delivering mutual benefit to North America Operating Unit (NAOU) as well as distributors.
• Keep abreast of competitive activities within the responsible geography and share insights appropriately across distribution team and distributor portfolio as appropriate
• Enable the expansion of Coca-Cola brand innovation developing programs and initiatives for distributor to increase availability in the marketplace while capturing incremental revenue and profit.
• Advance, optimize, and innovate new and existing capabilities to support alternative routes to market for our foodservice partners and consumers.
• Collaborate with cross-functional representation to ensure that NAOU delivers the full depth and breadth of resources required to deliver mutual benefits/results against annual business plan.
• Lead stewardship routines across distributor portfolio to manage and measure partnership activities against mutually agreed to plan initiatives/opportunities and execution of incentives.
• Develop local market partnerships with distributors and NAOU Bottlers to ensure leveraging scale of Foodservice community for growing On-Premise market availability.
• Monitor and inspire cross-functional teams to drive improvement for higher level of differentiated service through efficient operational programs and service levels.
• Manage and administer compliance of distributor agreement policies and guidelines for mutually managing the growth of our product portfolios across our collective operations.
• Balance the collective relationships between Coca-Cola, our Distributors and that of our mutual customers to ensure our consumers have the highest level of product availability at their favorite foodservice restaurant.
• Provide direct reports inspirational leadership to support their developmental growth and ownership for delivering annual goals focused on the work that matters most for executing our business strategy for our National Foodservice and On-Premise organization.

Education Requirements:

Education: Bachelor’s Degree or equivalent work experience – MBA preferred

Related Work Experience: at least 12-18 years

Related Work Experience:

• Relationship management (suppliers, contractors, bottlers) knowledge of third-party supplier/contractor culture/core competencies.
• Annual Business planning and management: Ability to prepare, implement, influence and execute collaborative annual business plans.
• Supplier performance management: Knowledge of supplier capabilities and performance to enhance and manage relationships (specifically foodservice distributor suppliers).
• Project Management: Ability to lead, prioritize, collaborate and execute complex projects.
• Negotiating: Seek alternatives and recommend best solutions that gain all parties support and lead to win-win results.
• Managing contracts and agreements: Ability to evaluate, write and interpret contractual agreements to ensure alignment and compliance with applicable legal relationship requirements.

Functional Skills:

• Advancing selling and negotiation skills
• Strategic planning
• Financial acumen (understanding of P&L)
• Creating customer and company value through distributor capabilities

Position located in the Central Zone

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.

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