Senior Director I, Sales - Natural Channel

Position Overview

The Senior Director of Sales - Natural Channel Lead will be responsible for setting the vision, strategy and for delivering the Annual Business Plan for The Coca-Cola Company's Natural Channel business in North America. They will also lead the customer relationship for Whole Foods Market. This role reports into the VP of Emerging Channels and involves leading a team of 2 direct reports and cross-functional partners to achieve customer and partner success, drive business goals, and accelerate innovation with a focus on people and planet initiatives.
Key Responsibilities

Lead and deliver the Annual Business Plan for the Natural Channel portfolio by building high-impact partnerships with Whole Foods Market, UNFI, and a dynamic ecosystem of natural retailers and broker partners.
Lead, coach, and inspire a 2 high‑performing National Sales Executives, while mobilizing brokers and cross‑functional partners to deliver exceptional customer outcomes.
Shape and deliver strategic Joint Business Plans with top customers, translating vision into actionable Annual Business Plans that unlock sustainable growth.
Serve as the thought leader and expert on Natural Channel trends, shopper insights, and emerging best practices—turning insights into bold, actionable strategies that fuel growth for The Coca‑Cola Company.
Leverage category management and revenue growth management expertise to generate insights, inform decisions, and drive measurable business impact.
Demonstrate organizational agility and influential leadership to unlock resources, build advocacy, and accelerate momentum behind Natural Channel growth.
Cultivate trusted relationships with key retail and distributor partners (e.g., Whole Foods, Sprouts, UNFI, KeHE).
Build strong cross‑functional alignment to ensure seamless execution and shared accountability across the system.
Ensure flawless end‑to‑end execution by aligning system resources and coordinating across customers, distributors, brokers, and bottlers.
Optimize broker strategy and performance, partnering closely with broker leadership to drive growth and operational excellence.
Act as the system‑wide authority on Natural Channel customers, providing strategic guidance and actionable insights to internal stakeholders.
Influence brand and R&D innovation, advocating for natural channel needs and shaping a portfolio that resonates with evolving consumer preferences.
Qualifications

Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
Minimum of 10 years of experience in sales, marketing, or customer management within the Consumer Packaged Goods industry.
Demonstrated experience in Sales and/or related functions – account management, category leadership, RGM – within the Natural Channel (Whole Foods, Sprouts, UNFI, KeHE, etc.) and operations roles within a team.
Experience with Trade Management, Promotions Optimization and Revenue Growth Management is a plus.
Experience working with brokers like Acosta.
Demonstrated experience leading cross‑functional teams.
People leadership experience is a plus.
Experience in managing strategic partnerships, particularly with key brands like Topo Chico.
Exceptional communication, negotiation, and relationship‑building skills.
Strong analytical, Excel, modeling, and revenue growth management skills.
Ability to influence and collaborate with brand, R&D, and cross‑functional teams.
Location

Primary Location: Chicago is the preferred location. Also open to Atlanta, Georgia (AOC), or based in Austin, TX with regular in‑person engagement at the Whole Foods Market office.
Benefits and Compensation

Pay Range (US): $174,000 USD - $200,000 USD (base pay may vary based on geography, job‑related knowledge, skills, and experience). Annual Incentive Reference Value: 30% of target. Medical, financial, and other benefits are offered. Travel required: 26% - 50%.
Skills

Account Management
Analytical Thinking
Business Development
Business Planning
Communication
Consultative Sales Management
Contract Agreements
Customer Relationship Management (CRM)
Decision Making
Leadership
Long Term Planning
Marketing
Negotiation
Pitch Presentations
Relationship Building
Sales Forecasting
Sales Management
Sales Process
Solutions Selling
Waterfall Model
Equal Opportunity Employer 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/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.

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