Director Onboarding Sales and Enablement

Job Overview

The Director of Onboarding & Sales Enablement is essential to shaping the teammate Onboarding and Sales Enablement experience at Coca-Cola Consolidated. This leader will not only advance sales capability development and promote frontline excellence but will also ensure that employee onboarding is a cornerstone of our teams success. By designing and delivering a best-in-class onboarding experience, this role accelerates new hire integration, boosts early productivity, and sets the foundation for long-term growth.

Through the integration of top-tier selling techniques and robust onboarding practices, the Director will help embed a culture of continuous learning and excellence across the organization. Working collaboratively with Sales, Commercial, Marketing, and HR departments, this individual will craft and execute strategies that elevate our salesforce’s skills, enhance customer value, and support sustainable business growth. The importance of onboarding is reflected in the way this role prepares new employees to thrive, ensuring they are equipped with the tools, knowledge, and support needed to contribute meaningfully from day one.

This role requires a visionary leader with proven success in employee on boarding, sales capability building, and talent development. The individual must demonstrate strong strategic thinking, a deep understanding of sales processes, and the ability to influence and inspire leaders and frontline teams alike.

Duties & Responsibilities

Employee Onboarding & Integration

• Design, lead, and continuously improve a best-in-class onboarding program for new commercial team members.
• Ensure new hires are equipped with the knowledge, tools, and support needed to quickly integrate, achieve early success, and embody the company’s values and sales standards.
• Partner with HR and business leaders to measure onboarding effectiveness and drive continuous improvement.

Sales Capability & Strategy

• Define and execute the enterprise sales capability strategy aligned with business priorities and growth objectives.
• Assess capability gaps and build targeted interventions to upskill frontline, customer management, and sales leadership teams.
• Lead the design and deployment of future-ready sales methodologies, playbooks, and tools that enhance customer engagement and excellence.

Coaching

• Perform capability assessments by conducting market visits and engaging in leadership meetings, working closely with leaders and local management teams to implement training and capability development initiatives.
• Provides coaching, constructive feedback, and tailored solutions.
• Partners with leadership to formulate action plans addressing identified gaps.
• Fosters strong, sustainable relationships with both internal and external stakeholders.

Commercial Enablement

• Collaborate with Marketing, Category, and Revenue Growth Management to ensure sales teams have the right insights, tools, and messaging to win in the marketplace.
• Drive sales force adoption of digital capabilities, CRM tools, and analytics platforms to improve efficiency and effectiveness.
• Ensure best-in-class sales execution standards in merchandising, retail activation, and customer engagement.

Leadership & Influence

• Serve as a trusted advisor to senior commercial leadership, influencing strategy and resource allocation to build long-term commercial strength.
• Lead and develop a high-performing team focused on capability design, enablement, and execution support.
• Inspire change, build alignment, and create accountability for capability initiatives across the sales organization.

Value Creation

• Identify and implement initiatives that drive customer value and business growth.
• Develop strategies to enhance customer engagement and satisfaction.
• Measure and track the impact of value creation initiatives on sales performance.
• Collaborate with cross-functional teams to align value creation efforts with overall business objectives.

Data Analytics

• Leverage data analytics to drive insights and inform sales strategies.
• Develop and implement data-driven decision-making processes to enhance sales performance.
• Utilize advanced analytics tools to identify trends, opportunities, and areas for improvement.
• Collaborate with IT and data teams to ensure the integrity and accuracy of sales data.

Fiscal Management & OPEX management

• Manage expenditure and investments for the function according to the plan.

Knowledge, Skills, & Abilities

• 3-5+ years of progressive leadership experience, including significant exposure to sales enablement, sales operations, or capability building.
• Proven track record of driving sales transformation, learning initiatives, and onboarding performance improvement.
• Experience working with large, complex sales organizations in consumer goods, retail, or beverage industries preferred.
• Strong business acumen with expertise in onboarding , sales training , and learning and development initiatives .
• Exceptional communication, influencing, and stakeholder management skills.
• Demonstrated ability to lead large cross-functional projects and deliver measurable results.
• Strategic Agility – Anticipates trends and adapts strategies to future needs.
• Commercial Acumen – Deep understanding of sales, customer engagement, and commercial drivers.
• Change Leadership – Inspires adoption of new ways of working across diverse teams.
• Talent Developer – Passion for building capability and unlocking potential in others.
• Collaboration – Strong ability to align across functions and influence at senior levels.

Minimum Qualifications

• High school diploma or GED
• Knowledge acquired through 3 to 5 years of work experience

Preferred Qualifications

Associate's or Bachelor's degree preferred

Work Environment

Office Environment

In office 4 days a week, 1 day remote

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