Director of Sales – Amazon & Whole Foods Market

Job Description Summary:

At The Coca‑Cola Company, our vision is clear: loved brands, done sustainably, for a better shared future. As digital commerce and natural retail channels continue to evolve, winning in these spaces is critical to how we deliver choice, value, and growth for consumers and customers. We are seeking a Director of Sales – Amazon & Whole Foods Market, a highly visible leadership role that blends Sales strategy, Revenue Growth Management, and Category Leadership to accelerate growth across two influential customers and the Natural Channel.

This role offers the unique opportunity to lead Amazon.com for Coca‑Cola’s Nutrition portfolio while driving commercial strategy for Whole Foods Market and similar customers. You will champion partnerships, optimize pricing and promotions, steward retail execution, and position The Coca‑Cola Company as a category leader. If you have the strategic vision, digital fluency, and passion for building partnerships that deliver mutual value, this position offers the chance to influence the future of our eCommerce and Natural Channel presence in meaningful ways.

What You’ll Do for Us

Sales Leadership

• Serve as the customer lead for Amazon.com, accountable for top-line growth, P&L stewardship, and execution of the joint business plan.
• Build collaborative relationships with Amazon and Whole Foods Market, leading sell-in activities for innovation launches, assortment updates, and pricing strategies.
• Partner with broker teams and field execution partners to ensure excellence at retail across Natural Channel customers, enhancing in-store performance and compliance with category principles.

Cross-Functional Collaboration

• Act as the primary customer voice across internal forums, working with Marketing, RGM, Finance, Customer Planning, Supply Chain, and Commercial Strategy teams.
• Influence innovation priorities, pricing corridors, and promotional frameworks by leveraging channel- and customer-specific insights.
• Align system stakeholders, including bottling partners, on commercial objectives and execution plans.

Category Leadership & Insights

• Lead category management processes and space planning for Whole Foods Market and other Natural Channel customers in partnership with SPINS and Acosta.
• Deliver category reviews, whitespace analyses, and shelving recommendations based on syndicated and shopper data (SPINS, NielsenIQ).
• Guide the development of planograms, assortment strategies, and category tactics that position Coca‑Cola as a thought leader.

Revenue Growth Management (RGM)

• Design and execute RGM strategies for pricing, pack architecture, and promotion effectiveness that deliver profitable growth for The Coca‑Cola Company and retail partners.
• Perform advanced financial modeling and trade spend analyses to optimize ROI and allocate investment for maximum impact.
• Oversee promotional strategy for Natural Channel accounts, focusing on trade optimization, margin improvement, and mix management to drive both customer and company success.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, Finance, or a related field required; MBA strongly preferred.
• 10+ years of progressive experience in Sales, RGM, or Category Management within the CPG or beverage category; prior experience with Amazon or Natural Channel customers is advantageous.
• Demonstrated ability to lead joint business planning processes, influence pricing and promotional strategies, and deliver against ambitious growth targets.
• Advanced proficiency in syndicated data platforms (SPINS, NielsenIQ) and space planning tools (JDA, Apollo, or equivalent).
• Strong analytical and strategic planning skills; demonstrated success translating insights into actionable recommendations.
• Exceptional negotiation, influencing, and relationship-building capabilities with senior-level stakeholders.
• Proven ability to lead cross-functional teams and thrive in a matrix environment, balancing strategic vision with operational execution.
• High digital and eCommerce fluency; comfort leveraging technology, emerging analytics, and AI-powered tools for decision-making.
• Passion for wellness and natural products as part of a purpose-driven portfolio a strong plus.

What We’ll Do for You

• Provide an opportunity to lead across two high-growth channels—eCommerce and Natural retail—working with innovation-driven, purpose-led brands.
• Equip you with advanced data platforms, analytics tools, and a robust technology ecosystem to optimize performance and decision-making.
• Enable collaboration with diverse functions, customers, and system partners to shape strategies that drive measurable results.
• Offer pathways for career advancement in a global organization focused on growth, sustainability, and consumer-centric innovation.

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, Account Strategies, Advanced Analytics, Category Management, Communication, Consultative Sales Management, Cross-Functional Collaboration, Decision Making, Digital Commerce, E-Commerce, Joint Business Planning, Leadership, Marketing, National Account Sales, Negotiation, P&L Leadership, Revenue Growth Management, Sales, Sales Leadership, Sales Process, Space Planning, Trade Spending

Pay Range:

United States: 141,000 - 165,200 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:

Atlanta

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

October 9, 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.