Sales Manager - West Zone

Location(s):

United States of America

City/Cities:

Irvine

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

March 3, 2026

Shift:

Job Description Summary:

Location: Irvine, CA (preferred), Los Angeles & San Diego Remote

The Sales Manager will oversee a portfolio of 15-25 food service/on-premise chain customers, with a focus on university partnerships. The role involves selling Coca-Cola’s full portfolio of beverage package formats, identifying new business opportunities, nurturing customer relationships, and executing strategies that drive growth. The successful candidate will be adept at managing C-Suite relationships, conducting comprehensive business reviews, and collaborating cross-functionally to achieve volume, revenue, and profit goals.

Key Responsibilities:

• Manage and grow relationships with a portfolio of university-focused customers using data-driven insights, Coca-Cola’s category-leading brands, and marketing tools to drive growth and achieve your Annual Business Plan (ABP).

• Identify and secure new business opportunities by targeting potential chain partners, especially in the university and education sector.

• Lead contract negotiations and renegotiations with customer executives, third-party consultants, and Coca-Cola stakeholders, ensuring partnerships drive mutual success and brand expansion.

• Host routine business reviews with customers that include market insights, trend overviews, contract compliance updates, and recommendations to optimize performance.

• Build strong C-Suite relationships with customers to unlock new opportunities and maximize the value Coca-Cola provides.

• Partner with cross-functional teams (Marketing, Finance, Commercialization, Supply Chain) to deliver against customer-specific objectives and ensure smooth implementation of strategies.

• Maintain timely and organized documentation in internal systems to monitor agreements, compliance, payments, and key performance metrics.

Education Requirements:

• Bachelor’s Degree or equivalent related experience.

Qualifications & Experience:

• Minimum of 3 years of successful sales account management experience, preferably within food service or retail organizations.

• Preferred: Experience in a Consumer Packaged Goods (CPG) company and/or with beverages.

Functional Skills:

• Proven ability to develop business plans and implement contingency strategies.

• Skillful monitoring and management of customer contractual agreements.

• Strong leadership in consulting with and influencing senior management both internally and externally.

What We Can Do For You:

At Coca-Cola, we don’t just offer a job—we offer the opportunity to be part of a globally admired brand with an unparalleled product portfolio. As a Sales Manager, you’ll have the chance to build innovative solutions that leverage industry-leading brands like Coca-Cola®, Sprite®, Fanta®, Smartwater®, Minute Maid®, and more. Additionally, you’ll benefit from:

• Professional growth opportunities through collaboration with global teams and access to world-class resources.

• A vibrant and inclusive culture that values innovation and encourages smart risk-taking.

• A chance to make a tangible impact by growing Coca-Cola’s presence in the university sector, building partnerships, and driving success for an iconic brand.

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, Business Development, Business Planning, Collaborative Leadership, Communication, Consultative Sales Management, Contracts, Customer Insights, Customer Relationship Management (CRM), Decision Making, Marketing, National Account Sales, Negotiation, Pitch Presentations, Sales Forecasting, Sales Management, Sales Process

Pay Range:

$103,000 - $121,000

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:

15

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.

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.