Director, Customer Sales – Circle K

Job Description Summary:

Location Preference: Charlotte, NC

The Coca-Cola North America Operating Unit is seeking a highly commercial, results-driven Director, Customer Sales – Circle K to lead one of our most strategic Convenience Retail partnerships.

This is a front-line selling leadership role responsible for driving profitable growth through best-in-class customer engagement, selling, negotiation, and execution. The Director will lead the Circle K business across NAOU-led Business Units, owning the development and sell-in of Joint Business Plans (JBP) while ensuring strong alignment across Coca-Cola and bottler partners.

Success in this role requires the ability to translate strategy into compelling selling stories, influence customer decisions, and consistently deliver against aggressive growth targets. This leader will operate at the center of a complex system, balancing customer needs, commercial priorities, and executional excellence across both corporate and franchise environments.

What You’ll Do

Customer Leadership, Selling & Commercial Ownership

• Serve as the primary commercial lead for Circle K, accountable for delivering revenue, volume, share, and profit growth.

• Lead the end-to-end selling process, including development, presentation, and sell-in of Joint Business Plans, innovation, pricing strategies, and promotional programs.

• Build and deliver compelling, insight-driven selling stories that influence customer decisions and unlock incremental growth.

• Own and lead customer negotiations, ensuring optimal outcomes across pricing, promotion, and long-term agreements.

• Identify and aggressively pursue white space opportunities to expand Coca-Cola’s presence within Circle K.

Business Planning & Growth Delivery

• Develop and implement Annual Business Plans with customer, bottler, and cross-functional input to drive Coca-Cola portfolio growth.

• Ensure plans are executed to deliver volume, profit, and customer satisfaction commitments.

• Translate strategic priorities into customer-facing selling programs that deliver measurable results.

• Lead ongoing business reviews, proactively identifying gaps and advancing new selling opportunities.

System Leadership & Bottler Alignment

• Act as a system-wide customer expert, ensuring alignment to Circle K strategies across Coca-Cola and bottler organizations.

• Lead the sell-in and system activation of customer programs, ensuring consistent execution in market.

• Influence and align stakeholders to support customer growth priorities and commercial plans.

• Drive system alignment through governance routines including CRC and Bottler CCTs.

• Orchestrate system resources (people, funding, tools) to maximize selling effectiveness and execution excellence.

Execution & Operational Excellence

• Ensure flawless execution of all sold-in programs, including promotions, innovation launches, and pricing strategies.

• Partner with bottlers and field teams to ensure clear communication of selling priorities, timelines, and execution expectations.

• Monitor performance against KPIs and rapidly address executional or operational gaps.

• Drive alignment across assortment, shelving, planograms, and merchandising strategies.

Cross-Functional Collaboration

• Partner with Marketing, RGM, Finance, Supply Chain, Digital, and Category Leadership to develop winning commercial strategies.

• Incorporate customer insights into innovation, marketing, and digital roadmaps.

• Serve as the voice of Circle K internally, ensuring alignment to customer priorities.

Financial & Performance Management

• Own forecasting, budgeting, and trade investment planning for the account.

• Optimize trade and resources to maximize ROI and selling effectiveness.

• Deliver consistent tracking and reporting against business plan and financial targets.

Organizational Leadership

• Lead and influence a cross-functional, cross-system team to deliver commercial and executional excellence.

• Navigate and lead effectively across a complex, multi-stakeholder environment.

• Foster a culture of accountability, ownership, and winning through selling.

Qualifications

• Bachelor’s degree required (Business, Marketing, Finance, or related field)

• 7–10+ years of progressive CPG sales experience with strong selling and commercial leadership focus

• Proven track record of successfully selling and executing Joint Business Plans (JBP) with large customers

• Demonstrated success in CFV, CBP, negotiations, and delivering revenue and volume growth

• Strong understanding of the Coca-Cola system, bottler network, and governance routines

• Experience in complex selling environments, including customer-specific promotions

• Strong knowledge of price package plans, trade investment, and commercial analytics

• Solid understanding of DSD and warehouse execution models

• Ability to influence and align across cross-functional and cross-system stakeholders

• Convenience Retail experience preferred; Circle K experience a strong plus

Additional Requirements

• Beverage or Consumer Packaged Goods experience preferred

• Strong analytical skills using Nielsen/IRI or equivalent data

• Excellent communication, presentation, and selling skills

• Ability to manage multiple priorities in a fast-paced environment

• Travel required: 40–50%

• Must be authorized to work in the United States without sponsorship

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, Sales, Sales Management, Sales Process

Pay Range:

United States of America: 145,000 USD - 168,000 USD

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.

Location(s):

United States of America

City/Cities:

Remote

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

June 12, 2026

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.