Job Description

Coca-Cola Beverages South Africa (CCBSA) has an exciting opportunities in our Commercial department. We are looking for a talented individual with relevant skills and experience for a Key Account Manager : Wholesale role, which will be based in North Regional Office (Pretoria). The successful candidate will report directly to the Channel Manager : Wholesale.Key Purpose StatementEffectively manage National Key Accounts and its Regions on behalf of The Coca Cola Company and its Bottlers, in RSA, aligned to the AFRICA Win Framework to support volume growth.
Key Duties & ResponsibilitiesKey Outputs and Accountabilities

• Manage margin and revenue growth in related Non-national Key Accounts by applying product categories optimally, aligned to the business strategy.
• Devise the annual Coca Cola system Customer Business Plan, aligned to Channel and Brand plan, to support value growth and market share gains.
• Ensure key internal and external stakeholders (e.g., bottlers, The Coca Cola Company and customers) across the Coca Cola system is aligned to the Customer Business Plan and the execution thereof.
• Monitor and evaluate the ongoing performance of the Channel and Customer Business Plan and optimise plans to support value growth and market share gains.
• Negotiate and monitor customer trading terms, aligned to the strategic intent of the business, to deliver optimal return on investment.
• Ensure cross-functional (e.g. Sales teams, operations, supply chain, trade marketing, category teams, analysts, regions, etc.) alignment to support deliverables of the Customer Business Plan.
• Revenue growth management within the beverage category through the implementation of optimal execution campaigns to drive value share gains.
• Identify category market opportunities and collaborate with internal and external stakeholders to capture opportunities that enable optimal return on investment.
• Take ownership of the customer relationship through collaboration with Key Account customers on an ongoing basis, as a representative of the Coca Cola company, to drive mutual business growth.
• Utilise market research to devise, negotiate and implement campaigns that drive performance aligned to key KPIs of Key Account customers.
• Ensure compliance to internal standards and requirements (for e.g. TCCC standards, Risk and Control Matrix) to drive good corporate governance.
• Support the launch of New Products by driving listings with Key Account customers.
• Understand Customer dynamics, system or software solutions, and drive systematic business alignment to streamline collaboration.
• Collaborate with the Finance department to ensure the Account is in an optimal financial position, which may include the resolution of pricing claims.
• Ensure that Key Account customers operate according to the Route-To-Market (RTM) framework and principles to drive business strategy.
• Conduct weekly trade visits with Sales Teams to identify opportunities and gaps to drive mutual business growth.

Skills, Experience & EducationQualifications and Experience

• A formal qualification in Sales and/or Marketing.
• Post Graduate studies will be an added advantage.
• 3-4 years experience within a sales environment.
• 5 years management experience within Sales or FMCG environment.
• Key account management experience will be advantageous.

Competencies

• Action Oriented
• Approachability
• Business Acumen
• Comfort Around Higher Management
• Composure is Cool Under Pressure
• Conflict Management
• Customer Focus
• Functional or Technical Skills
• Innovation Management
• Interpersonal Savvy
• Negotiating
• Listening Practices
• Patience
• Presentation Skills
• Drive For Results
• Strategic Agility
• Written Communications
• Verbal Communication
• Analysing
• Deciding
• Knowledge

• Sound understanding of customer business plan and the execution thereof for relevant customer (e.g. pack margin and pack role per customer, etc.).
• Sound understanding of business RTM strategy.
• Sound understanding of relevant customers operating model to ensure optimal alignment.
• Sound understanding and application of sales and marketing principles.
• Product and industry knowledge.
• Competitor insights.
• An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.

GeneralThe advert has minimum requirements listed. Management reserves the right to use additional or relevant information as criteria for short-listing. Interested applicants, who meet the above employee specifications, should please apply.PolicyAt Coca-Cola Beverages Africa we are proud to celebrate diversity and we strive to achieve an equal opportunity workplace by being cognisant of affirmative action requirements. It is our policy to be mindful and compliant with all our regional requirements and national laws for those regions. Employment at Coca-Cola Beverages Africa is based solely on an individuals merit and qualifications directly related to their field of competence. We do not discriminate against an employee or potential employees because race, colour, religion, sex, national origin, sexual orientation, age, marital status, disability and gender identity.At the heart of our recruitment processes is the need to create a value driven experience for all applicants. To all recruitment agencies: Coca-Cola Beverages Africa does not accept agency resumes for roles that we post and make available. Please do not forward any resumes to any Coca-Cola Beverages Africa employees and Talent Teams as we are not responsible for any fees related to unsolicited resumes.

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