Position Overview

The West Zone On-Premise Sales Executive is responsible for managing multiple On-Premise customers across the West Zone. This position must be proficient in seeking to understand the customer’s business needs, identifying and managing operational issues, negotiating value-based relationships with customer executives, and delivering the key priorities that drive both the portfolio and Coca-Cola’s sales.

Function Related Activities/Key Responsibilities

• Lead your portfolio of customers with clear direction and coaching to achieve your Annual Business Plan (ABP) through best-in-class consumer insights, category leading brands, globally commercialized tools, strong collaboration, and creativity.
• Engage and Leverage a networked organization to become a channel expert sharing your success with peers across the country while learning and deploying best practices imported from across the globe supporting delivery of your ABP.
• Lead contract negotiations/re-negotiations with customer c-suite, third party consultants and the Coca-Cola system to enhance and formalize the partnership growing both system revenue and brand availability. 
• Conduct routine business reviews with customers including channel specific consumer insights, channel landscape updates, outlet level audits, contract compliance discussions, and SME recommendations to win your seat at the customers leadership table.
• Build and strengthen C-Suite relationships to unlock previously unobtainable resources enhancing the value created for the customer by The Coca-Cola Company.
• Collaborate with cross functional team members (e.g. Marketing, Finance, CAT, Operations) to jointly deliver each customers objectives, volume and profit plan.
• Maintain organized records through multiple internal systems tracking payments, contract compliance, volume reporting and more.

Education Requirements

Bachelor’s Degree or equivalent work experience.

Related Work Experience

At least 3 years of successful sales account management

Leadership/Growth Behaviors

• Drive innovation:  Leverage a networked organization to generate new or unique solutions challenging the system to embrace new ideas that help sustain our business delivering the full suite of best-in-class tools that Coca-Cola can deliver to our customers.
• Collaborate with system, customers, and other stakeholders:  Develop and leverage relationships with stakeholders to appropriately stretch and impact the System (Company and Bottler).
• Act like an owner:  Deliver results, creating value for our brands, system, and customers
• Inspire others:  Understand, enable and enhance an established culture by inspiring people to deliver strategic leadership with their customers, peers, bottlers and internal Coca-Cola system.
• Develop self and others:  Develop self with an eye on the next evolution of your personal journey while supporting others’ development to achieve their full potential through system or external resources.

Functional Skills:   

• Build Bus Plan/Solution/Contingency Plans.
• Monitor Customer Contractual Agreements.
• Consult with and Influence both internal and external Sr Management.

Location â€“ San Diego, Orange County Area

Travel â€“ Approximately 25%

Skills:

Strategic Selling; Account Management; Strategic Objectives; Prioritization; Annual Business Planning; Relationship Building; Sales; Customer Negotiations

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.

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.