Sr. Key Account Manager - Global Military and Regional Grocery
The Coca-Cola Company, Atlanta, GA, United States
Overview
The Sr. Key Account Manager Sales will lead a cross functional team to deliver business results across Global Military and Regional Grocery. As a key leader within the Advanced Hydration team, this individual will be required to lead annual planning processes and negotiate annual agreements to ensure alignment and execution to achieve aggressive business targets for.
Responsibilities
Customer Development: Strategic leader responsible for the Direct Customer/Business Management of the assigned customer channel, working on and managing Global Military and KVAT/Food City accounts.
Create and develop the vision and strategy to support both long‑term and short‑term business objectives.
Drive processes and execution of annual plans across assigned customers and bottlers, delivering key business and financial metrics including revenue, volume, share and trade spend and T&E budgets.
Partner with Senior Management and cross‑functional team members to build annual plans achieving both short‑term and long‑term business objectives.
Lead annual negotiations ensuring an optimized partnership agreement that supports overall organizational priorities.
Collaborate with a cross‑functional team responsible for the development and implementation of overall customer selling stories, providing key insights to deliver all execution metrics (assortment, shelving, pricing, merchandising and innovation).
Oversee on‑going account updates and performance reporting against key metrics, problem‑solve plan gaps, and bring forward recommendations to deliver required business objectives.
Develop and leverage top‑level external relationships at major accounts to optimize BODYARMOR positioning in the market.
Participate in all system routines as needed (CCLT, Customer core Teams) to provide customer updates including annual plan targets, on‑going performance updates and action plans.
Work closely with Coca‑Cola NAOU and Bottler Customer Leads (Directors/AE’s) to maximize mutual customer plans, results, and execution.
Build and leverage relationships with both BODYARMOR teams and bottlers to ensure alignment and focus on delivering key customer objectives.
Provide on‑going updates on customer plan results and opportunities to BODYARMOR management.
Participate in key cross‑functional routines to provide ongoing plan updates and ensure flawless execution of customer programs and initiatives.
Provide customer input to annual plans including all marketing, commercial and innovation plans.
Requirements
Bachelor’s Degree or relevant experience required.
6+ years of experience managing national accounts required.
Global Military category desk highly preferred.
Location within the Mid‑Atlantic Region, preferably within the commuting area of Virginia (Richmond).
Experience developing strong collaborative strategic relationships with national retailers required.
Ability to utilize and mine syndicated data to translate into fact‑based storytelling required.
Must be self‑motivated and highly organized with a strong desire to produce results with an entrepreneurial spirit to succeed.
Must be able to quickly assess the needs of the business, develop an action plan and manage the required change, and effectively intermingle with a wide variety of business professionals.
Solid computer skills in Outlook, PowerPoint, Excel and Word.
Strong understanding and analytical skills in Nielsen/IRI syndicated data.
Position requires substantial travel (35%) by car and plane.
Must hold and maintain a valid driver’s license and be able to drive long distances.
Motor Vehicle Records must satisfy company standards per the Driving Policy.
All applicants must be currently authorized to work in the United States on a full‑time basis and must not require sponsorship to continue to work legally in the United States.
Keywords: Channels Strategy, Collaborating, Communication, Customer Insights, Customer Relationships, Demand Generation, Digital Advertising, Influencing, Key Accounts, Key Performance Indicators (KPI), Leadership, Market Segmentation, Microsoft Office, Organization, Sales and Operations Planning (S&OP), Strategizing, Strategy Development, Taking Initiative.
Compensation and Benefits Pay Range: $119,000 - $145,800. Base pay offered may vary depending on geography, job‑related knowledge, skills and experience. A full range of medical, financial and other benefits, dependent on the position, is offered. Annual Incentive Reference Value: 15% of the range (market‑based competitive value for the role). This falls in the middle of the range, indicating performance at target.
Location and Travel Location: United States of America (Remote). Travel required: 26% – 50% by car or plane. Relocation provided: No.
EEO Statement 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 expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
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Responsibilities
Customer Development: Strategic leader responsible for the Direct Customer/Business Management of the assigned customer channel, working on and managing Global Military and KVAT/Food City accounts.
Create and develop the vision and strategy to support both long‑term and short‑term business objectives.
Drive processes and execution of annual plans across assigned customers and bottlers, delivering key business and financial metrics including revenue, volume, share and trade spend and T&E budgets.
Partner with Senior Management and cross‑functional team members to build annual plans achieving both short‑term and long‑term business objectives.
Lead annual negotiations ensuring an optimized partnership agreement that supports overall organizational priorities.
Collaborate with a cross‑functional team responsible for the development and implementation of overall customer selling stories, providing key insights to deliver all execution metrics (assortment, shelving, pricing, merchandising and innovation).
Oversee on‑going account updates and performance reporting against key metrics, problem‑solve plan gaps, and bring forward recommendations to deliver required business objectives.
Develop and leverage top‑level external relationships at major accounts to optimize BODYARMOR positioning in the market.
Participate in all system routines as needed (CCLT, Customer core Teams) to provide customer updates including annual plan targets, on‑going performance updates and action plans.
Work closely with Coca‑Cola NAOU and Bottler Customer Leads (Directors/AE’s) to maximize mutual customer plans, results, and execution.
Build and leverage relationships with both BODYARMOR teams and bottlers to ensure alignment and focus on delivering key customer objectives.
Provide on‑going updates on customer plan results and opportunities to BODYARMOR management.
Participate in key cross‑functional routines to provide ongoing plan updates and ensure flawless execution of customer programs and initiatives.
Provide customer input to annual plans including all marketing, commercial and innovation plans.
Requirements
Bachelor’s Degree or relevant experience required.
6+ years of experience managing national accounts required.
Global Military category desk highly preferred.
Location within the Mid‑Atlantic Region, preferably within the commuting area of Virginia (Richmond).
Experience developing strong collaborative strategic relationships with national retailers required.
Ability to utilize and mine syndicated data to translate into fact‑based storytelling required.
Must be self‑motivated and highly organized with a strong desire to produce results with an entrepreneurial spirit to succeed.
Must be able to quickly assess the needs of the business, develop an action plan and manage the required change, and effectively intermingle with a wide variety of business professionals.
Solid computer skills in Outlook, PowerPoint, Excel and Word.
Strong understanding and analytical skills in Nielsen/IRI syndicated data.
Position requires substantial travel (35%) by car and plane.
Must hold and maintain a valid driver’s license and be able to drive long distances.
Motor Vehicle Records must satisfy company standards per the Driving Policy.
All applicants must be currently authorized to work in the United States on a full‑time basis and must not require sponsorship to continue to work legally in the United States.
Keywords: Channels Strategy, Collaborating, Communication, Customer Insights, Customer Relationships, Demand Generation, Digital Advertising, Influencing, Key Accounts, Key Performance Indicators (KPI), Leadership, Market Segmentation, Microsoft Office, Organization, Sales and Operations Planning (S&OP), Strategizing, Strategy Development, Taking Initiative.
Compensation and Benefits Pay Range: $119,000 - $145,800. Base pay offered may vary depending on geography, job‑related knowledge, skills and experience. A full range of medical, financial and other benefits, dependent on the position, is offered. Annual Incentive Reference Value: 15% of the range (market‑based competitive value for the role). This falls in the middle of the range, indicating performance at target.
Location and Travel Location: United States of America (Remote). Travel required: 26% – 50% by car or plane. Relocation provided: No.
EEO Statement 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 expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
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