Senior Sales Manager, Roark - West Region

Location(s):

United States of America

City/Cities:

Irvine

Travel Required:

26% - 50%

Relocation Provided:

No

Job Posting End Date:

August 30, 2024

Shift:

Job Description Summary:

As a Senior Sales Manager on the Roark Account Team, you will play a pivotal role in managing our Carl's Jr. restaurants within the CKE system. You will collaborate closely with the Marketing and Sales Leads to implement strategic initiatives at the outlet level. Your responsibilities will include overseeing key aspects of customer relationships, including leading the SFA board and fostering strong franchisee connections.

In this role, you will be tasked with conducting strategic business assessments, forecasting sales, and performing regular business reviews. Additionally, you will work with the Sr. Director of Sales to activate and execute the beverage strategy effectively. We are seeking a passionate individual who thrives in a team environment, excels at relationship building, and is driven by results with a strong focus on sales.

Location - Irvine, CA (preferred) or Remote (West Region US)

Travel - 25-50%

What You’ll Do for Us 

• Manages collaborative business planning with the strategic goals to develop and execute annual business plans, develop key partnership initiatives, category programs to accurately forecast sales volume, revenue, and expenses.

• Conduct regular business reviews with customers to define business needs, issues faced and opportunities to develop viable solutions. Develop ongoing customer relationships with key members of the customer's organization, re-affirming strategies linked to needs and steward the business, operational goals.

• Develop and cultivate value-based relationship with new customer, unlocking the magic of The Coca-Cola Company, as well as internal relationships

• Collaborates and fosters relationships with our local bottling partners, senior level buyers, outlet management and distributors to build sales capability and facilitate stewardship discussions. 

• Develops direct supply chain strategy and activation of initiatives for driving efficiencies across the Coca-Cola North America Product Supply and Foodservice distributors operations.

• Ongoing assessment of account business plans including attainment of goals, success of key initiatives, major actions, key support needed, and new product recommendations. 

• Keeps abreast of competitive activities within the responsible geographies and communicates appropriate activity in a timely manner. 

• Collaborates with cross-functional representatives to deliver the full depth and breadth of resources that result in mutual benefits/results. 

• Share and collaborate on sales vision and strategic thinking to anticipate future needs and recommend business building ideas that will drive the business.

• Gather and analyze customer specific data (e.g., annual reports, store sales, store layout, check average, service history and traffic) to understand current economics and state of overall business.

• Build business plan and contingency plan in collaboration with customer using information collected during ongoing account discovery.

• Solve issues that arise in order to eliminate barriers.

Qualification & Requirements 

• Bachelor’s degree or equivalent work experience is required.

• 3+ years of successful sales account management experience.

• Experience with ongoing relationship building and the ability to identifying and addressing customer needs.

• Effective communication skills, technical presentation skills, sales negotiation and closing techniques.

• Proven track record of securing sales of various offerings, working with multiple levels of purchasing tier.

• Proven ability to identify customer needs based on feedback from the customer as well as through identification of opportunities through use of technical knowledge.

• Demonstrated sales lead development and account cultivation.

• Demonstrated ability to effectively manage multiple priorities without direct supervision.

Functional Skills:

• Advancing the Customer Relationship: Ability to facilitate and accelerate the business relationship based upon an understanding of the customer. Includes the ability to actively listen and engage in conversation with customers to uncover relevant information, resources and solutions.

• Marketing Operating Strategies: Knowledge of and ability to apply basic marketing operating strategies (e.g., pricing strategies, trade/consumer programs and promotions) used in the execution of marketing plans.

• Business Planning Development and Analysis including sell in of key business plan initiatives: Ability to develop and implement strategic annual business plans as well as track and forecast business results throughout the year.

• Contract Procedures: Knowledge of contract procedures, negotiations, and Coca-Cola system approval processes. Ability to understand and interpret customer contracts.

• System Knowledge: Knowledge of and ability to leverage our total system (foodservice, bottler, supply chain, brand, marketing) to identify customer opportunities, implement solutions and resolve issues as they arise.

Base Salary

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, are offered.

What We Can Do For You 

• Iconic & Innovative Brands: Our portfolio represents over 250 products with some of the most popular brands in the world, including Coca-Cola, Simply, Fairlife & Topo Chico. 

• Expansive & Diverse Customers: We work with a diversified group of customers which range from retail & grocery outlets, theme parks, movie theatres, restaurants, and many more each day.

Skills:

Business Planning, Client Relationship Management, Communication, Contracts, Customer Relationships, Key Accounts, Marketing, Negotiation, Persuasion, Project Management, Sales, Sales Cycle, Sales Process

Pay Range:

$116,500 - $145,800

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.