Director of Sales - eCommerce

Summary: At The Coca‑Cola Company, we refresh the world and create a better shared future through purpose-driven brands and consumer-centric innovation. As eCommerce continues to redefine the retail landscape, our ability to win digitally is critical to accelerating growth and delivering value to our customers. We are seeking a Director of Sales – eCommerce , a highly visible leadership role that combines strategic planning, sales execution, and digital optimization across our iconic beverage portfolio. This position offers an opportunity to lead growth strategies for some of the most influential online retail platforms, shaping how our brands win on the digital shelf and how we connect with shoppers in new ways. If you have a passion for combining business analytics with strategic selling and digital commerce expertise, this role positions you at the forefront of Coca‑Cola’s transformation within eCommerce channels. What You’ll Do for Us Sales Leadership & Joint Planning : Serve as the lead for select eCommerce retailers, building trusted relationships to deliver joint value and drive top-line growth. Develop and execute multi-year joint business plans incorporating innovation, assortment changes, pricing strategy, and promotional frameworks. Manage customer P&L and trade investments, ensuring strong ROI through analysis and optimization of promotional spending. Monitor category trends and competitive activity to identify whitespace growth opportunities. Lead negotiations on pricing, profitability, and merchandising priorities, ensuring alignment across bottler partners and internal stakeholders. Digital Strategy & Shelf Optimization : Define and implement strategies to optimize the digital shelf, including content execution, assortment expansion, and limited-time offer launches. Oversee end-to-end innovation setup on eCommerce platforms—from supply planning and catalog setup to merchandising and promotional activation. Build and maintain the Digital Shelf Playbook and mobilize cross-functional teams for consistent execution against KPIs. Monitor performance dashboards to track online visibility, conversion metrics, and category benchmarks; develop corrective action plans to address trends and gaps. Customer Growth & Expansion : Identify new revenue opportunities across core eCommerce retailers, Quick Commerce channels, and emerging B2B digital platforms. Develop growth frameworks, define success metrics, and steward execution in partnership with bottlers and commercial teams. Cross-Functional Collaboration : Partner closely with Marketing, RGM, Finance, Supply Chain, Category Leadership, and Commercial functions to ensure integrated go-to-market strategies. Influence product innovation, packaging development, and pricing guidelines based on eCommerce insights. Serve as the voice of the customer for Amazon and other leading eCommerce platforms in corporate strategy discussions. Requirements & Qualifications Bachelor’s degree in Business, Marketing, Finance, or related field; MBA strongly preferred. 10+ years of progressive experience in CPG sales, commercial strategy, or eCommerce leadership; proven success managing strategic accounts in digital retail. Direct experience working with Amazon retail systems (Vendor Central) and proficiency in marketplace execution preferred. Advanced analytical skills with expertise in price/promo optimization, financial modeling, and trade spend effectiveness. Demonstrated ability to build cross-functional consensus and influence senior stakeholders within a matrixed organization. Proven success in developing joint business plans and executing digital commerce strategies for large-scale accounts. Exceptional communication, negotiation, and relationship-building skills; ability to manage complexity and ambiguity. Strong digital acumen with proficiency in content optimization, performance monitoring, and leveraging AI-enabled analytics. Passion for innovation