Director, Customer Sales – Circle K

Job Description Summary:

Location Preference: Charlotte, NC

The Coca-Cola North America Operating Unit is seeking a highly commercial, results-driven Director, Customer Sales – Circle K to lead one of our most strategic Convenience Retail partnerships.

• This is a front-line selling leadership role responsible for driving profitable growth through best-in-class customer engagement, selling, negotiation, and execution. The Director will lead the Circle K business across NAOU-led Business Units, owning the development and sell-in of Joint Business Plans (JBP) while ensuring strong alignment across Coca-Cola and bottler partners.
• Success in this role requires the ability to translate strategy into compelling selling stories, influence customer decisions, and consistently deliver against aggressive growth targets. This leader will operate at the center of a complex system, balancing customer needs, commercial priorities, and executional excellence across both corporate and franchise environments.

• What You’ll Do
• Customer Leadership, Selling & Commercial Ownership
• Serve as the primary commercial lead for Circle K, accountable for delivering revenue, volume, share, and profit growth.

Lead the end-to-end selling process, including development, presentation, and sell-in of Joint Business Plans, innovation, pricing strategies, and promotional programs.

Build and deliver compelling, insight-driven selling stories that influence customer decisions and unlock incremental growth.

Own and lead customer negotiations, ensuring optimal outcomes across pricing, promotion, and long-term agreements.

Identify and aggressively pursue white space opportunities to expand Coca-Cola’s presence within Circle K.

• Business Planning & Growth Delivery
• Develop and implement Annual Business Plans with customer, bottler, and cross-functional input to drive Coca-Cola portfolio growth.

Ensure plans are executed to deliver volume, profit, and customer satisfaction commitments.

Translate strategic priorities into customer-facing selling programs that deliver measurable results.

Lead ongoing business reviews, proactively identifying gaps and advancing new selling opportunities.

• System Leadership & Bottler Alignment
• Act as a system-wide customer expert, ensuring alignment to Circle K strategies across Coca-Cola and bottler organizations.

Lead the sell-in and system activation of customer programs, ensuring consistent execution in market.

Influence and align stakeholders to support customer growth priorities and commercial plans.

Drive system alignment through governance routines including CRC and Bottler CCTs.

Orchestrate system resources (people, funding, tools) to maximize selling effectiveness and execution excellence.

• Execution & Operational Excellence
• Ensure flawless execution of all sold-in programs, including promotions, innovation launches, and pricing strategies.

Partner with bottlers and field teams to ensure clear communication of selling priorities, timelines, and execution expectations.

Monitor performance against KPIs and rapidly address executional or operational gaps.

Drive alignment across assortment, shelving, planograms, and merchandising strategies.

• Cross-Functional Collaboration
• Partner with Marketing, RGM, Finance, Supply Chain, Digital, and Category Leadership to develop winning commercial strategies.

Incorporate customer insights into innovation, marketing, and digital roadmaps.

Serve as the voice of Circle K internally, ensuring alignment to customer priorities.

• Financial & Performance Management
• Own forecasting, budgeting, and trade investment planning for the account.

Optimize trade and resources to maximize ROI and selling effectiveness.

Deliver consistent tracking and reporting against business plan and financial targets.

• Organizational Leadership
• Lead and influence a cross-functional, cross-system team to deliver commercial and executional excellence.

Navigate and lead effectively across a complex, multi-stakeholder environment.

Foster a culture of accountability, ownership, and winning through selling.

• Qualifications
• Bachelor’s degree required (Business, Marketing, Finance, or related field)

7–10+ years of progressive CPG sales experience with strong selling and commercial leadership focus

Proven track record of successfully selling and executing Joint Business Plans (JBP) with large customers

Demonstrated success in CFV, CBP, negotiations, and delivering revenue and volume growth

Strong understanding of the Coca-Cola system, bottler network, and governance routines

Experience in complex selling environments