Director, National Sales - Military

Location(s):

United States of America

City/Cities:

Atlanta

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

March 19, 2026

Shift:

Job Description Summary:

At The Coca-Cola Company, we are committed to delivering cutting-edge excellence in ingredients, innovation, design, and marketing. We believe in fostering relationships and creating opportunities to share our iconic brands across the world. As the Director, National Sales - Military, you will be responsible for leading all B2B bottle sales and engaging within the military channel. This role is ideal for passionate relationship-builders who take pride in representing our brands, excel in developing strategies, drive results, and possess extensive national sales experience.

What You’ll Do for Us

• Manage and lead collaborative business planning initiatives, with a focus on developing and executing key partnership initiatives, category programs, and driving brand sales within the military channel.

• Contact and meet with customers to assess strategic goals, address problem areas, and identify opportunities for product growth.

• Develop comprehensive Account Business Plans, outlining goals, key initiatives, major actions, critical support needs, and new product recommendations.

• Build and foster strong relationships with key decision-makers—both internal and external.

• Collaborate with local bottling partners and distributor portfolios to build sales capabilities and drive impactful stewardship discussions.

• Develop direct supply chain strategies and activate initiatives that effectively enhance efficiencies across Coca-Cola North America Product Supply and food service distributors.

• Stay updated on competitive activities within responsible geographies and provide timely communication regarding industry trends and competitor strategies.

• Work collaboratively with cross-functional teams to ensure Coca-Cola North America delivers holistic solutions that generate mutual benefits and measurable results.

• Oversee and lead stewardship routines with distributors, measuring their activities against mutually agreed-upon plans.

• Activate Coca-Cola North America’s category innovations (including Freestyle, Tea, Refresh Server, Juice, and VEB brands) at both national and local levels, utilizing Foodservice distributor networks effectively.

• Act as a catalyst for change, removing obstacles and addressing ongoing service issues to ensure superior customer service across all distributor relationships.

Qualifications & Requirements

• Bachelor’s degree or equivalent professional experience.

• A minimum of 5+ years of national sales experience within the beverage or CPG (Consumer Packaged Goods) industries.

• Demonstrated ability to lead, manage, prioritize, and execute complex projects effectively.

• Strong relationship management skills with a proven ability to develop and maintain partnerships with suppliers, contractors, and bottlers.

• Deep knowledge of third-party supplier culture and core competencies, specifically those related to food service distributor suppliers.

• Experience in supply chain operations, including direct involvement in transportation planning and management of distribution channels (DPU, Intermodal, and Over-the-Road carrier networks).

• Proficiency in recommending win-win solutions through a collaborative and innovative approach.

What We Can Do For You

• Iconic & Innovative Brands: Represent an expansive portfolio of over 250 of the world’s most recognizable products, including Coca-Cola, Simply, Fairlife, and Topo Chico.

• Expansive & Diverse Customers: Work with a wide range of customers, from military operations to retail, grocery outlets, movie theaters, restaurants, theme parks, and so much more.

• Career Growth Opportunity: Gain exposure across various aspects of national sales, supply chain, and relationship management.

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:

Pay Range:

$141,000 - $165,200

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.

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.