| Closing Date | 2025/04/15 |
| Reference Number | CCB250407-2 |
| Job Title | Regional Sales Manager |
| Job Category | Commercial – Sales and Marketing |
| Company | Coca-Cola Beverages Africa |
| Job Type | Permanent |
| Location – Country | Kenya |
| Location – Province | Other – Non-South African Location |
| Location – Town / City | Nairobi Region (1) & Rift Region (1) |
| Job Description | Company Overview
Coca-Cola Beverages Africa is the largest African Coca-Cola bottler, accounting for 40% of all Coca-Cola volumes on the continent. CCBA is a market leader in the NARTD non-alcoholic ready to drink market in Africa. CCBA has an extensive footprint in Africa, employing approximately 18,000 employees in Africa. Key Purpose Statement To deliver volume and revenue growth by effectively managing the Sales & Marketing team, implementation of business plans and delivering Customer Service Excellence. |
Key Duties & Responsibilities
Lead the sales force and ensure superior sales execution across the region
- Ensure profit and performance delivery of the region as per the plans.
- Ensure P&L ownership and accountability within each region.
- Monitor & review Sales & Marketing performance, and guide, support & coach sales team to address off-track performance, where required.
- Develop and embed sales force effectiveness & sales force automation capabilities, with support from CCBA ID Sales team.
- Roll-out and ensure effective use of customer segmentation & related tool kits.
- Ensure RED management – systems, tracking, contractor SLA management, and non-conformance management.
- Manage sales resource planning, merchandising management, REDMART (POS storage, picking & delivery).
- Cold drink equipment – determine functional requirements, population and location (provided to Supply Chain for execution).
- Ensure the right sales force remuneration (fixed and variable) in collaboration with HR.
- Ensure that the sales force effectively manage the 3rd party Distributors.
- Ensure action plans are put in place to close any significant performance gaps, with support from ID specialist teams.
- Responsible for driving transformation of our RTM (i.e implementation of RTM 2.0) and digitization of the same through MYCCBA and Market place Channel Development & Execution of Picture of Success
- Formulate and Manage Budget
- Key Projects Management: Identify Key Commercial Process Improvement Projects
- Manage the overall performance of the GT Sales Team covering the core functions of selling, merchandising, Account Development and it’s subsequent processes
- Attends frequent trade visits to customer stores with relevant regional personnel
- Understand pack margin and pack role per customer in order to optimise revenue growth.
- Utilise market research and analysis such as Nielsen, loyalty data etc to formulate programmes and feedback to customer.
- Customer Relationships Supports the front line staff in building strong relationships with each customer by: Identifying business growth opportunities – (master of execution and brings a different perspective to identify opportunities sales staff may have missed
- Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation.
- Manages and measures sales targets daily and takes corrective action
- Allocates execution resources (e.g. POS / coolers / promotional material etc.) for maximum return
- Identifies competitor activities and develops and implements response tactics
- Promotions – ensures local and national promotions are implemented effectively
- Drive Market Share growth initiatives within allocated region
Leadership
- Driving Sales & Marketing Strategies transformation by anticipating and facilitating change within the allocated Region
- In liaison with HR championing the people needs within the region and ensuring their engagement and wellness so as to drive engagement and productivity
- Using their deep business acumen to drive the transformation of Sales & Marketing and business challenges into the region
- Think strategically by continuously considering long term impacts, extrapolating potential future scenarios from current trend evidence, and planning for future requirements.
- Ability to display agility in being able to formulate and change plans on short notice when required and they are resilient in dealing with continuous change and disruptions.
- Being a master of change is one of the most important characteristics of a successful sales manager today. They must be able to lead their sales team into a successful future by navigating and adapting to uncontrollable and unpredictable changes in economics, technology, and finances.
- Ability to building enthusiasm and motivating salespeople to succeed
- Ability to develop their team’s skills and work on their weaknesses by understanding that ongoing training, coaching, and development is a must and that sales training is a continual investment
- Support and / or lead engagements with local governments as defined by the CCBA Engagement Plan
Education
- 4-year Degree in Sales and Marketing or relevant field
- Post Graduate Certification / Qualification in Sales and Marketing will be an added advantage
Experience
- 12 to 14 years’ experience in a fast paced Sales & Marketing with at least 7 years in an FMCG environment leading diverse and remote teams.
