Senior Sales Manager

The Senior Sales Manager – Foodservice On-Premise will lead a portfolio of strategic customers in the Atlanta market, delivering on key business priorities that drive Coca‑Cola’s growth and strengthen partnerships across the system. This role is accountable for owning customer relationships at the highest level, leveraging a consultative approach to align joint business plans with Coca‑Cola’s commercial objectives.

You will combine strategic planning, data-driven insights, and executional excellence to achieve the Annual Business Plan (ABP), increase on-shelf availability, and identify incremental revenue opportunities. The position requires expertise in contract negotiation with senior stakeholders, fluency in navigating complex operating environments, and the ability to translate category trends into practical solutions that enhance customer value and create competitive advantage. Acting as a connector across the Coca‑Cola system, you will partner with bottlers, cross-functional teams, and industry networks to ensure flawless execution and long-term growth.

Function Specific Activities

• Manage a customer portfolio with a clear vision and strategic approach to achieve the Annual Business Plan (ABP). Accomplish this by harnessing best-in-class consumer insights, promoting category-leading brands, utilizing commercialized tools, fostering robust collaboration, and driving innovative solutions.

• Conduct regular business reviews with customers, providing channel-specific consumer insights, updates on the channel landscape, outlet-level audits, contract compliance evaluations, and expert recommendations. These efforts will secure your position as a trusted advisor at the customer's leadership table and drive mutual success.

• Contract negotiation with the customers C-suite, third-party consultants, and the Coca-Cola system to enhance and formalize the partnership, growing both system revenue and brand availability.

• Engage with and leverage a networked organization to become a channel expert. Share successes with peers across the Coke system and continuously learn and deploy best practices from around the globe to support the delivery of the Annual Business Plan (ABP).

• Identify and secure competitive and new customers through proactive outreach, relationship building, and strategic market analysis. Utilize a deep understanding of customer needs and market trends to develop compelling sales propositions, ensuring our products gain a broader market share and achieve sustained growth.

Qualification & Requirements

• Bachelor’s degree or equivalent work experience is required.

• 5+ years of successful sales account management experience.

• Experience with ongoing relationship building and the ability to identify and address customer needs.

• Proven track record of securing sales of various offerings, working with multiple levels of purchasing tiers.

• Strong communication, technical presentation, sales negotiation, and closing techniques.

• Proven ability to identify customer needs based on feedback from the customer as well as through the use of technical knowledge.

• Demonstrated ability to manage multiple priorities without direct supervision effectively.

Location: Atlanta, GA

Travel: 20% - 25%

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.

Skills:

• Prospecting, Analytical Thinking, Business Planning, Contract Negotiations, Customer Negotiations, Influencing, Leadership, and Strategic Selling.

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.