Senior Director Strategic Sales - Costa Coffee US

The Coca-Cola Company

Jan 27

Applications are closed

Job
Full-time
Senior Level
Sales & Business Development
Marketing
Atlanta

Requirements

Bachelor’s degree in Business or related field
7+ years of experience in defining the strategy and marketing plans to build a brand and the practical experience of commercializing and executing disparate operating models with direct people leadership/management experience.
Experience across different functions demonstrating an ability to lead complex businesses and influence key stakeholders (brand management, category management, marketing, e-commerce, sales and operations)
Previous experience in a face to face customer sales or operations role calling on senior level buyers, general operations experience and project management experience are all ideal
Experience working with data, specifically manipulation and analysis is needed
Prior experience in combination of customer facing roles, sales operations, supply chain and bottler relationship management are ideal
Must possess a demonstrated ability in delivering transformational initiatives and enabling capabilities for consumer product goods organizations
Supply chain metrics, Lean/CI, Six-Sigma, process improvement, collaborative selling, negotiation, project management, portfolio management, performance reporting, beverage industry with strong exposure to warehouse delivery and DSD are all ideal
Must be able to communicate a compelling story to motivate and align internal and external clients to achieve a desired outcome
The ability to create a strategic plan that addresses customer needs while also driving company profitability is required

Responsibilities

Develop and convert a sales pipeline in the Travel and or Grocery Channel to achieve sales and OI targets for Costa AFH.
You are responsible for identifying and qualifying customers targets, making customer contacts, developing tailored customer sales presentations consistent with Costa provided tools, presenting to customers, developing sales proposals and converting qualified targets to customers through the installation process; all in line with the budget and business KPIs.
You will responsible for managing any pilots with the objective of converting prospects to customers. You are also responsible for ensuring all pilots, contracts and installations meet Costa requirements related to commercial/financial, brand excellence, quality and safety.
Fuel growth for the relevant Costa B2B platforms/propositions by providing specialist commercial and coffee industry expertise to our Coca Cola NAOU partners and direct Costa Customers in the USA, across the Channels.
Engage with the largest Customers in the US, and in some cases the World and use Coca-Cola contacts to access C-suite contacts to influence Coffee strategy resulting in pilots for Costa Coffee platforms.
The BDL leverages relationships to deliver the Costa B2B agenda within the Customer and coordinating with the other Costa platforms to ensure the Costa brand is executed to the best possible way in the eyes of both the Customer and the Consumer.
Ensure the US Costa business unit meets the ABP targets by working with our partners, internal and external, to ensure best-in-class customer acquisition through SME support, training & driving the sales process.
You are accountable for influencing a Customer’s coffee strategy, aligning them to an espresso forward trend. This may involve influencing c-suite Customer teams to amend their Coffee strategy and selling contracts into Customers in various Channels to add experience and pace to progress.
The role holder needs to have strong strategic and commercial acumen, able to provide impactful thought leadership to senior stakeholders, ideally with previous experience launching a product into a new market or channel.

FAQs

What is the primary focus of the Senior Director Strategic Sales role at Costa Coffee US?

The primary focus of the role is to develop and convert a sales pipeline in the Travel and Grocery channels to achieve sales and operating income targets for Costa AFH.

What qualifications are required for this position?

A Bachelor’s degree in Business or a related field and 7+ years of experience in strategy and marketing plans, with practical experience in commercializing and executing diverse operating models are required.

What experience is preferred for candidates applying for this role?

Candidates with experience in face-to-face customer sales or operations roles interacting with senior-level buyers, as well as those who have worked in customer-facing roles, sales operations, supply chain, and bottler relationship management, are preferred.

What kind of sales strategies will the Senior Director Strategic Sales be responsible for?

The Senior Director will be responsible for identifying and qualifying customer targets, developing tailored sales presentations, and converting qualified targets to customers through the installation process.

What skills are essential for success in this position?

Essential skills include business planning, influencing, sales process management, customer relationship management, consultative sales management, and effective communication.

Is previous experience with data manipulation and analysis required?

Yes, previous experience in data manipulation and analysis is needed for this role.

Will this role require travel?

While the job description does not explicitly mention travel, engaging with large customers in the US may necessitate some level of travel to build relationships and influence coffee strategy.

What benefits are offered with this position?

A full range of medical, financial, and/or other benefits dependent on the position is offered, along with a competitive pay range of $158,000 - $187,000.

What is the annual incentive reference value for this role?

The annual incentive reference value percentage is 30, which indicates competitive performance-based incentives.

Who will the Senior Director be collaborating with?

The Senior Director will collaborate with Coca-Cola NAOU partners, direct Costa customers in the USA, and other Costa platforms to deliver the Costa B2B agenda effectively.

The Coca-Cola Company

Retail & Consumer Goods

Industry

10,001+

Employees

1892

Founded Year

Mission & Purpose

The Coca-Cola Company is a global beverage corporation that offers over 500 brands in more than 200 countries and territories, including well-known products such as Coca-Cola, Dasani, Fanta, and Sprite. Their ultimate mission is to refresh the world and inspire moments of optimism and happiness through their beverages. The company's purpose is to continually transform their portfolio by reducing sugar in their drinks, introducing innovative products, and minimising their environmental impact through initiatives like water replenishment and recycling. With their bottling partners, they employ over 700,000 people, contributing to economic opportunities in communities worldwide.