Senior Director, Sales – IGA

Job Description Summary:

At The Coca‑Cola Company, our purpose is to refresh the world and make a difference—and we do this through dynamic partnerships that connect our brands with shoppers everywhere they buy and enjoy them. The Senior Director, Sales – Independent Grocers Alliance (IGA) plays a pivotal role in shaping Coca‑Cola’s global relationship with IGA, one of the world’s most influential networks of independent grocers. Representing approximately 30% of Grocery ACV, this partnership offers an exciting opportunity to drive strategic growth in one of the most diverse and entrepreneurial retail ecosystems.

This role combines leadership, commercial excellence, and partnership enablement across global markets, leveraging shopper insights, category strategy, and cross-functional collaboration to maximize value for Coca‑Cola and the entire IGA network. You will lead the North America Operating Unit’s business results while forging strong, senior-level relationships with IGA Corporate, Licensed Distributors, Retailer Groups, and Store Owners. The ideal candidate brings deep sales and account leadership experience, a global mindset, and the ability to translate insights into executable strategies that deliver shared business impact across multiple store formats and digital channels.

What You’ll Do for Us

• Lead Coca‑Cola’s global relationship with IGA and its Retailer Members, accountable for strategic partnership development, business results, and system coordination.
• Deliver a multi-year growth agenda grounded in shopper insights, customer priorities, and data-driven decisions that achieve sustainable and profitable outcomes.
• Build and maintain senior relationships with IGA leadership, Licensed Distributors, Retailer Groups, and Store Owners to elevate collaboration, planning, and execution.
• Partner with marketing, commercial, category, RGM, and finance teams to create integrated selling stories and strategic business cases that drive system-wide growth.
• Represent Coca‑Cola across IGA’s global and U.S. advisory platforms, acting as an ambassador for our brands and a key voice within the Red Oval vendor community.
• Develop and manage customer-specific annual and multi-year business plans, coordinating promotional calendars, innovation launches, and investment choices tied to joint priorities.
• Lead complex commercial negotiations and influence decision-making through fact-based selling, financial rigor, and strong stewardship of trade investment.
• Partner with bottlers and cross-functional teams to ensure alignment on customer strategies, local plans, and activation excellence across diverse independent retailers.
• Champion collaboration with IGA and the Coca‑Cola Institute to enhance industry learning, retailer engagement, and brand advocacy at local and national levels.
• Support industry relations initiatives affecting independent grocers through engagement with the National Grocers Association (NGA) and related foundations.
• Oversee business performance reviews, scorecards, and insights routines to assess results, identify risks, capture opportunities, and ensure accountability.
• Act as a transformation leader, linking global customer strategy with local execution while fostering digital and data-led enablement throughout the system.

Requirements & Qualifications

• Bachelor’s degree required; MBA or advanced degree preferred.
• Minimum of 10 years of progressive experience in Sales, Account Leadership, or Customer Management roles within CPG, beverage, food, or retail industries.
• Deep understanding of the Coca‑Cola System, including bottler partnership dynamics and customer collaboration frameworks.
• Demonstrated success leading strategic customer relationships and joint business planning with complex retail organizations.
• Expertise in consultative and solutions-based selling with the ability to influence senior executives and navigate multifaceted negotiations.
• Strong analytical and commercial capabilities, including pricing, promotion, trade investment management, and value chain understanding.
• Experience leveraging shopper and category insights to shape commercial plans, identify growth opportunities, and improve customer-specific results.
• Skilled in retail media, connected commerce, and closed-loop activation strategies that build digital and in-store integration.
• Excellent communication and relationship management skills, with a proven ability to align diverse internal stakeholders and external networks toward shared goals.
• High comfort level operating in ambiguous, fast-paced environments requiring agility, prioritization, and proactive decision-making.
• Ability to coach, influence, and inspire internal and external partners to deliver flawless execution and measurable outcomes.

What We’ll Do for You

• Provide a strategic leadership platform to represent and evolve Coca‑Cola’s partnership with IGA globally across categories and retail formats.
• Enable access to best-in-class insights, data tools, and analytics capabilities that strengthen decision-making and commercial impact.
• Create opportunities to collaborate across the Coca‑Cola System and with international retail partners to drive innovation and sustainable growth.
• Support continuous learning and leadership development through engagement with the Coca‑Cola Institute, industry events, and global transformation initiatives.

Skills:

Pay Range:

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:

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):

City/Cities:

Travel Required:

Relocation Provided:

Job Posting End Date:

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.