Job Description

Job Description

The Manager, Inside Sales is responsible for developing and implementing a comprehensive sales plan that includes new and existing sales strategies for key accounts; plays a lead role in driving a cross-regional sales team and internal employees to penetrate key accounts and expand relationships; gathers detailed information about accounts; understands strategic business challenges and priorities; responsible for proposals, account or market plans and forecast/report sales activity. Leads/supervises a team of more than 2 professionals; typically without budget or hire-fire authority; focuses on mentoring and coordination.

Responsibilities:

* Provide direct reports with regular and ongoing leadership, direction, and coaching to achieve work objectives and improve performance and skills, including:
* Effective selling techniques and strategies (C4V)
* Active listening to identify gaps, opportunities and/or buying signals
* Influencing/negotiation skills & techniques
* Clear understanding of North America Operating Unit (NAOU) financial impact of equipment placement and ROI
* Superior customer service
* Professional growth and career path planning
* Analyze associate strengths and opportunity areas to ensure effective and efficient use of people skills and resources
* Establish strong, collaborative relationships and routines with Account teams/Zones/Regions/Bottlers/Cross Functional Teams to steward business results, identify upcoming opportunities/challenges, and maintain strategic alignment
* Write short and/or long-term business plans to ensure alignment with account team priorities and customer needs as well as providing the Company with sustainable profitability
* Interact with Account teams/Zones/Regions/Customers in order to influence their plans during annual business planning process
* Identifying business objectives, strategies, key initiatives and performance measurements by using insights collected from situation assessment, marketplace information, etc. in order to support growth targets
* Develop, execute and analyze customer programs for specific national customers to maximize customer and system value
* Steward team/department volume and initiative results through monthly
* Analyze monthly volume reports (finance/account team) using Matrix/MFE in order to track and monitor volume performance
* Establish Key Business Indicators (KBIs) with customer's input that will enable tracking plan implementation and the effectiveness of the plan in achieving business objectives
* Analyze potential competitive activities and responses to alternative solutions (e.g., pricing decisions, equipment and marketing programs) in order to refine best alternative solutions and develop contingency plans
* Build and leverage relationships within and outside the customer's organization to reach implementation of the jointly developed plan
* Assist in developing and executing go-to-market strategies using system and account knowledge (e.g., industry, competitive set, Company needs in order to maximize short and long-term growth)
* Plan and execute regular department meetings to provide state of the business updates and facilitate required associate training
* Plan department T&E budgets, provide coaching and feedback to associates to ensure proper allocation and monitor associate workloads to minimize overtime expenses
* Ensure accurate tracking of associates time
* Ensure associate adherence to all NAOU policies, providing the appropriate coaching as necessary
* Encourage participation in NAOU and department engagement activities to ensure a highly engaged and motivated workforce
* Recognize and/or reward associates for accomplishments versus planned objectives in order to encourage desired behavior and deliver superior business results.

Requirements

Education: Bachelors Degree preferred

Related Work Experience: 5+ years

Skills:

* Advancing the Customer Relationship
* Annual Business Planning
* Customer/Business Knowledge
* Collaborating for Value Knowledge
* Resource Management
* Brand Knowledge
* Contract Procedures
* People Development

Other:

* Travel Required: 0-25%
* No relocation provided

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 whats 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.