Director, National Sales - IBC & Convenience Retail
Job Description Summary:
The Director, National Sales - IBC & Convenience Retail will serve as the primary Headquarters contact for the Independent Buyers Company (IBC), a leading retail cooperative supporting independent convenience store operators across the United States, while also leading strategic engagement across key convenience retail customers and partners. This role is a pivotal leadership position, responsible for driving innovation, shaping strategic direction, and delivering on our customer promise through a comprehensive suite of solutions anchored in the Coca-Cola value bundle. The ideal candidate is a self-motivated leader with a proven track record in sales and customer management, adept at navigating complex relationships. This individual will lead with vision, foster collaboration, and drive growth by aligning customer needs with Coca-Cola's strategic objectives.
Key Responsibilities:
Strategic Leadership: Develop and execute a multi-year business strategy that aligns with IBC's growth objectives and supports the business goals of its member retailers, while advancing Coca-Cola's commercial priorities.
Commercial Strategy: Lead price package architecture, investment strategies, program development, and division sales alignment to achieve sustainable growth. Negotiate effectively with IBC leadership, retail members, customers, and the Coca-Cola System to deliver mutually beneficial outcomes.
Customer-Centric Solutions: Design and implement innovative, consumer-focused solutions that align with customer and retailer needs, driving beverage category growth, shopper engagement, and profitability.
Relationship Management: Build and nurture strong, trust-based relationships at all levels within IBC, member retailers, and across Coca-Cola's internal and external stakeholders. Conduct regular business reviews to align strategies with customer needs and ensure the delivery of measurable results.
Collaboration with Franchise Bottlers: Partner with Coca-Cola franchise bottlers to execute market strategies and develop localized commercial plans that address specific consumer demands and support retail execution.
Data-Driven Decision Making: Leverage analytical expertise to assess key business drivers, such as sales trends, package mix, category performance, and sales margins, to identify and capitalize on growth opportunities.
Continuous Improvement: Employ agile management practices to measure, evaluate, and refine initiatives, ensuring their effectiveness in achieving both short- and long-term objectives.
Cross-Functional Collaboration: Work closely with internal teams, including marketing, finance, category leadership, and operations, to deliver seamless and impactful business solutions that support IBC and convenience retail growth.
Qualifications:
Experience: 7-10+ years of experience in the consumer packaged goods (CPG) industry, retail sales, national account management, customer leadership, or related commercial roles. Experience supporting convenience retail customers, retail cooperatives, buying groups, franchise systems, or multi-unit retail organizations is strongly preferred. Experience within the Coca-Cola System, direct customer engagement, and people leadership is highly desirable.
Skills:
Strong strategic thinking and leadership capabilities.
Proven ability to manage and grow complex customer relationships.
Expertise in data analysis and identifying growth opportunities.
Exceptional negotiation and communication skills.
Demonstrated ability to lead cross-functional teams and drive collaboration.
Experience in developing and executing innovative, customer-centric solutions.
Education: Bachelor’s degree or equivalent work experience.
Travel Requirements: 25-35% travel required.
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, Communication, Consultative Sales Management, Customer Relationship Management (CRM), Decision Making, Leadership, Marketing, National Account Sales, Negotiation, Pitch Presentations, Relationship Management, Sales, Sales Management, Sales ProcessPay Range:
United States: 141,000 - 165,200 USDBase 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:
30Annual 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 AmericaCity/Cities:
ChicagoTravel Required:
26% - 50%Relocation Provided:
YesJob Posting End Date:
September 16, 2026Our 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.