Director of Distribution Sales - National Foodservice

Location: Atlanta, GA

Role Purpose

The Director of Distribution Sales - National Foodservice is a role responsible for shaping and executing Coca-Colas national distribution strategy across the foodservice channel. This role is central to driving long-term growth by fostering high-impact partnerships with national distributors and bottling partners. It integrates strategic planning, operational excellence, digital transformation, and innovation commercialization to deliver scalable and sustainable value across the Coca-Cola system.

Key Responsibilities

Strategic Growth Leadership

• Lead the development and execution of long-term strategic growth plans with national foodservice distributors and Coca-Cola bottlers.
• Facilitate collaborative business planning with distributor senior executives and bottler leadership to align on innovation, investment priorities, and market expansion.
• Identify and activate new growth opportunities through outlet acquisition, brand expansion, volume growth and entry into emerging channels and digital-first platforms.
• Develop and manage comprehensive business plans that include strategic goals, key initiatives, and innovation roadmaps.

System-Wide Fulfillment & Supply Chain Optimization

• Design and implement supply chain strategies that enhance service levels, reduce operational inefficiencies, and ensure compliance with company policies.
• Collaborate with distributors to improve fulfillment performance, streamline logistics, and enhance delivery reliability.
• Lead readiness and resilience planning to proactively mitigate risks associated with supply chain disruptions, including product shortages and transportation constraints.

Digital Transformation & Data Strategy

• Champion the adoption of digital tools and platforms that improve forecasting, order management, and performance tracking.
• Ensure data integrity across systems and support the integration of digital marketing, e-commerce, and AI-driven analytics into the sales and distribution process.
• Use data insights to optimize route-to-market strategies, forecast demand for new product launches, and identify opportunities for operational improvement.

Innovation Commercialization & Route-to-Market Optimization

• Lead the commercialization strategy for your assigned portfolio, as it relates to new product launches, limited-time offers, and emerging brands across the distributor network.
• Partner with bottlers and distributors to streamline onboarding processes and scale new product distribution efficiently.
• Establish frameworks to evaluate the effectiveness of innovation programs and distributor-led growth initiatives, ensuring alignment with broader business objectives.

Stakeholder Engagement & Brand Stewardship

• Serve as Coca-Cola North America Operating Units senior representative in distributor and bottler meetings, industry councils, and strategic forums.
• Lead top-to-top stewardship reviews and quarterly joint business planning sessions with key partners to ensure alignment and accountability.
• Promote Coca-Colas sustainability agenda, community engagement programs, and co-branded marketing campaigns to strengthen brand equity and partner collaboration.

Core Competencies

• Executive Influence: Demonstrated ability to engage and align senior stakeholders around shared strategic goals and long-term value creation.
• Enterprise Thinking: A systems-level mindset that integrates commercial, operational, and digital strategies across the Coca-Cola ecosystem.
• Data-Driven Leadership: Proficiency in translating insights into actionable strategies and driving performance through analytics and digital tools.
• Change Agility: Ability to lead through ambiguity, transformation, and innovation cycles with a proactive and adaptive approach.
• Customer-Centricity: Deep understanding of foodservice dynamics and the ability to deliver value through distributor networks and customer partnerships.
• Operational Excellence: Strong knowledge of supply chain, logistics, and fulfillment best practices, with a focus on continuous improvement and service quality.

Qualifications

• Bachelors degree in Business, Supply Chain, Marketing, or a related field; advanced degree preferred.
• Extensive experience in sales, distribution, or supply chain leadership, ideally within the foodservice or beverage industry.
• Proven track record of managing national accounts and leading cross-functional teams in a matrixed environment.
• Strong relationship management skills with experience engaging senior-level stakeholders.
• Deep knowledge of distributor operations, transportation planning, and route-to-market strategies.
• Proficiency in data analytics platforms and digital sales tools.

Skills

• Strategic Account Management: Expertise in developing and executing long-term business plans with national distributors and bottlers, aligning on growth targets, innovation, and investment priorities.
• Executive Relationship Building: Proven ability to engage and influence C-suite executives and senior stakeholders across complex organizations.
• Collaborative Business Planning (CBP): Skilled in facilitating joint planning sessions that drive alignment, accountability, and shared value creation.
• Supply Chain & Fulfillment Optimization: Deep understanding of logistics, inventory management, and fulfillment strategies to enhance service levels and operational efficiency.
• Digital Transformation Leadership: Experience leading the adoption of digital tools, real-time dashboards, and data platforms to improve forecasting, visibility, and decision-making.
• Data Analytics & Insights: Ability to interpret complex data sets, generate actionable insights, and apply predictive analytics to optimize route-to-market strategies.
• Innovation Commercialization: Strong track record of launching new products and limited-time offers through distributor networks, with a focus on speed-to-market and scalability.
• Route-to-Market Strategy: Expertise in designing and executing RTM models that support emerging brands, low-velocity SKUs, and alternative distribution channels.
• Change Management: Comfortable leading through transformation, ambiguity, and organizational change, with a focus on agility and resilience.
• Customer-Centric Thinking: Deep knowledge of foodservice dynamics and the ability to deliver tailored solutions that drive customer satisfaction and loyalty.
• Cross-Functional Leadership: Ability to lead and influence across matrixed teams, including sales, marketing, supply chain, finance, and digital functions.
• Negotiation & Influence: Skilled in navigating complex negotiations and securing mutually beneficial outcomes with internal and external partners.

What We Offer

• Iconic & Innovative Brands: Work with a portfolio of globally recognized products including Coca-Cola, Simply, Fairlife, and Topo Chico.
• Expansive & Diverse Customers: Engage with a wide range of customers from restaurants and entertainment venues to emerging digital-first platforms.
• Strategic Impact: Play a key role in shaping Coca-Colas national foodservice distribution strategy and long-term growth agenda.
• Professional Growth: Lead high-visibility initiatives and collaborate with senior leaders across the Coca-Cola one system.

Skills

Sales Process; Account Management; Transformational Leadership; Cross-Functional Leadership; Supply Chain Optimization; Innovation; Marketing; Leading by Influence; Customer Centric Solutions; Marketing Strategies; Data Insights; Sales; Commercialization; Consultative Sales Management; Collaborative Planning; Data Analytics; Executive Relationship Management; Route to Market; Change Management; Digital Leadership; Negotiation

Pay Range: $141,000 - $165,200

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: 30

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.

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 whats 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

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.