Background

Coca-Cola Beverages Africa (CCBA) presents an exciting opportunity for an Area Sales Manager. The role will report to the Regional Sales Manager.

CCBA is the 8th largest Coca-Cola authorised bottler in the world by revenue, and the largest on the continent. It accounts for over 40% of all Coca-Cola ready-to-drink beverages sold in Africa by volume. With over 14 000 employees in Africa, CCBA group services more than 800 000 customers with a host of international and local brands. CCBA group operates in 14 countries: South Africa, Kenya, Ethiopia, Uganda, Mozambique, Namibia, Tanzania, Botswana, Zambia, Eswatini, Lesotho, Malawi and the islands of Comoros and Mayotte.

Key Purpose Statement

The primary role of the Area Sales Manager is to deliver Volume and Revenue growth in all channels and to grow customer base and manage accounts and sales through their sales people.

Key Duties & Responsibilities

Key Outputs and Accountabilities include, but not limited to:

• Sales Execution Excellence : Ensure streamlined trade execution according to Route-To-Market (RTM) principles, across territories, to support for increased sales volume and market share
• Revenue Growth : Achieve volume growth, nett sales revenue growth, and increased penetration of key packs across territories
• Sales Team Development : Build a high-performing, motivated, frontline sales team by providing coaching and training
• Customer Relationships : Maintain high levels of customer satisfaction through effective communication and service delivery
• Effective Resource Utilization : Ensure the right tools, resources, and promotional materials are distributed and used effectively across channels
• Distributor Management : Commercial Sales management of Distributor volume targets and performance. Routine review of Volume vs Target; tactical plans for promotions and marketing activities. Ensure partners are well aware of commercial activities within their respective territorries

Skills, Experience & Education

Experience

• A minimum of 5 years previous sales experience or equivalent FMCG experience.
• A minimum of 1 years’ experience managing teams

Education

• Minimum of a bachelor’s degree in commerce or any other business-related course

Skills:

• Coaches and mentors team members, providing opportunities for growth and development
• Strong understanding of FMCG sales practices, RTM principles, and market execution standards
• Resolves disputes equitably, finding common ground in challenging situations
• Engages with a wide range of people and builds effective relationships within and outside the organization
• Builds lasting relationships with customers and meets their expectations
• Skilled in negotiating terms with minimal disruption to relationships, balancing assertiveness and diplomacy
• Demonstrates determination to achieve goals despite setbacks, constantly pushing for results
• Able to clearly communicate in various formats and styles, ensuring key messages are effectively conveyed
• Demonstrated ability to use digital platforms for sales optimization, along with the capability to interpret and act on sales reports

• Ensure streamlined trade execution according to Route-To-Market (RTM) principles, across territories, to support for increased sales volume and market share
• Achieve volume growth, nett sales revenue growth, and increased penetration of key packs across territories
• Build a high-performing, motivated, frontline sales team by providing coaching and training
• Maintain high levels of customer satisfaction through effective communication and service delivery
• Ensure the right tools, resources, and promotional materials are distributed and used effectively across channels
• Commercial Sales management of Distributor volume targets and performance. Routine review of Volume vs Target; tactical plans for promotions and marketing activities. Ensure partners are well aware of commercial activities within their respective territorries

• Coaches and mentors team members, providing opportunities for growth and development
• Strong understanding of FMCG sales practices, RTM principles, and market execution standards
• Resolves disputes equitably, finding common ground in challenging situations
• Engages with a wide range of people and builds effective relationships within and outside the organization
• Builds lasting relationships with customers and meets their expectations
• Skilled in negotiating terms with minimal disruption to relationships, balancing assertiveness and diplomacy
• Demonstrates determination to achieve goals despite setbacks, constantly pushing for results
• Able to clearly communicate in various formats and styles, ensuring key messages are effectively conveyed
• Demonstrated ability to use digital platforms for sales optimization, along with the capability to interpret and act on sales reports

• Minimum of a bachelor’s degree in commerce or any other business-related course