Large Store Customer Management Director, Winn-Dixie

What you'll do:

Coca-Cola Beverages Florida is seeking a highly strategic and relationshipdriven Director of Customer Management to lead the executive partnership with Winn-Dixie across the Large Store channel. In this role, you will represent the Coca-Cola system and bottling network as the senior point of contact, driving mutually beneficial short and longterm growth through customer leadership, commercial strategy, and execution excellence.

You will guide a customer-facing sales team, elevate Large Store selling capabilities, and serve as the internal subject matter expert for all Large Store channel activity. Your leadership will play a critical role in shaping a worldclass selling organization and influencing results across the Coca-Cola system.

Roles and Responsibilities:

Customer & System Leadership

• Serve as the senior Coke Florida representative to Winn-Dixie, influencing at the executive level.
• Act as the system spokesperson and subject matter expert for Large Store channel strategy.
• Bring forward opportunities that leverage full CCBF capabilities, including Commercial Leadership, Product Supply, Marketing, and more.
• Lead CMA development and communicate Large Store channel plans internally and externally.
• Lead Joint Business Planning (JBP) and build a multi-year strategy for Winn-Dixie and CCBF.
• Communicate with senior management to influence and drive Large Store business results.
• Represent Coke Florida in key internal and external meetings, including senior-level customer engagements.

Commercial Leadership & Growth

• Maximize volume, share, revenue, and profit for both Coke Florida and Winn-Dixie.
• Drive growth within the existing business and identify new business opportunities.
• Oversee pricing architecture, price/package planning, program frameworks, and promotional strategy.
• Develop and implement customer-specific business plans with objectives, strategies, and initiatives tailored to the Large Store environment.
• Establish channel-specific initiatives including brand, package, merchandising, and activation priorities.

Execution Excellence

• Lead execution performance with focus on:




• PicOS precision
• Forecast accuracy




• Ensure strong plan delivery across Regions through a team of Sales Associates.
• Set executional standards for brand, package, merchandising, and activation within the Large Store channel.
• Lead annual Regional Large Store plan achievement across segmented territories.

Revenue Management & Financial Performance

• Improve revenue management through TPO insights and operational cost optimization (delivery, BD&L, pricing accuracy).
• Partner with Revenue Management to create pricing and package strategies that improve price realization and profitability.
• Oversee promotional activity and cost efficiency initiatives that strengthen financial performance.

Cross-Functional Collaboration

• Collaborate with National Sales/Customer teams, Business Planning & Analysis, Revenue Management, Packaging/Innovation, and Marketing to develop holistic strategies and programs.
• Partner with Retail Marketing to develop and execute in-store merchandising and shopper-marketing solutions that drive conversion and revenue.
• Lead and participate in cross-functional special projects that advance CCBF's strategic growth priorities.

People Leadership & Development

• Lead and develop a team responsible for regional customer execution and business plan delivery.
• Coach teams on building customer strategies aligned with CCBF's Commercial Strategy.
• Identify, develop, and steward core talent across the Large Store selling organization.
• Foster a culture of learning, coaching, and high performance through strong people leadership and development.

For this role, You will need:

• Prior consumer goods and beverage industry experience.
• Experience negotiating and selling with Large Store retailers.
• Bachelor's degree from an accredited institution.
• 10+ years of progressive customer management and sales leadership experience.
• 2+ years of cross-functional experience outside Sales (Commercial Leadership, Product Supply, Sales Operations, etc.).
• Proven people leadership and talent development experience.
• Strong CPG sales leadership background.
• Ability to thrive in a fast-paced, evolving environment.

Additional Qualifications that will make one successful in the role.

• Direct Store Delivery (DSD) and beverage category experience preferred.
• MBA/Master's degree preferred.
• Expertise in Strategic Selling, Conceptual Selling, and Account Management.

Strong skills in coaching, leadership, communication, negotiation, and analytical thinking

This job description is not an exhaustive list of all functions that the employee may be required to perform, and the employee may be required to perform additional functions. Coke Florida reserves the right to revise the job description at any time and to assign additional duties and responsibilities as needed.

Employment with Coke Florida is at-will. The employee must be able to perform the essential functions of the position satisfactorily and, if requested, reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions of their job, absent undue hardship.

Coca-Cola Beverages Florida is an Equal Opportunity Employer and does 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.