Area Sales Manager – Coca-Cola Beverages Africa

Job description

Coca-Cola Beverages Africa is the largest African Coca-Cola bottler, accounting for 40% of all Coca-Cola volumes on the continent. In Uganda, CCBA is represented by Century Bottling Company and Rwenzori Bottling Company We are currently seeking to recruit an Area Sales Manager based in Mbarara. As an Area Sales Manager, you will report directly to the Regional Sales & Marketing Manager Key Purpose Statement To deliver Volume and Revenue growth in all channels and to grow the customer base and manage accounts. Brilliant execution and sales through their sales reps/people.

Key Duties & Responsibilities

1. Maximizes allocation of resources in the area (e.g. POS, Coolers)

2. Manages and measures sales targets daily and takes corrective action with the team

3. Coach and Lead

4. Trade and Outlet Execution

5. Outlet Development

6. Quality Management

7. Sales and Market share growth

8. Partner with sales reps and customers to develop and execute a customer-specific business plan.

9. Monitor competitive activities

10. Quality Management: Ensure compliance with Quality Standards and Manage Trade Replacements.

11. Promotions: Implement promotional plans

12. Report promotional deviances with Store Owners/managers

13. Execute Promotional Compliance

14. Merchandising: Ensure the execution and Implementation of Picture of Success by channel is being done by the sales reps. • Implement stock rotation • Execute dealer merchandising training

15. Order Generation: Sell in Core packs as per Picture of Success • Orders calculated and captured • Achieve Sales Targets • Manage New Product Listings

16. Negotiates permanent, promotional, and ad hoc space with the customer.

17. Executes quarterly (or as per agreement) business reviews by customers.

18. Attends frequent trade visits to customer stores with relevant regional personnel

19. Understand pack margin and pack role per customer in order to optimize revenue growth.

20. Utilize market research and analysis to formulate programs and feedback to customers.

21. Supports the front line staff in building strong relationships with each customer by Identifying business growth opportunities, identify opportunities sales staff may have missed

22. Develop, implement, and/or manage account specific programs, promotions, and packs as required and evaluation.

23. Builds a personal relationship with customer through various interactions such as charity sports days, customer conference participation, corporate golf days, host at local and international conferences, and sporting occasions.

24. Sales and Marketing share growth

25. Manages and measures sales targets daily and takes corrective action

26. Allocates execution resources (e.g. POS / coolers / promotional material ) for maximum return

27. Identifies competitor activities and develops and implements response tactics

28. Promotions – ensures local and national promotions are implemented effectively

Qualifications

• Minimum requirement: Bachelor’s Degree or equivalent.

• Added advantage: Master’s degree in Marketing/Business Management or equivalent. Experience

• Above 3 years of relevant corporate experience Competencies

• Strong interpersonal and communication skills

• Product & Industry knowledge

• Good negotiation skills when dealing with customers

• Customer focused & Service orientation

• Good Attention to detail

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