Closing Date2025/02/27 Reference NumberCCB250221-5 Job TitleWHOLESALE CHANNEL REPRESENTATIVE Job CategoryCommercial - Sales and Marketing CompanyCoca-Cola Beverages Zambia Job TypePermanent Location - CountryZambia Location - ProvinceNot Applicable Location - Town / CityLUSAKA ZAMBIA Job Description

Key Purpose Statement

 

To manage wholesales accounts and to manage the execution of the Local Wholesales Strategy in the Region including wholesalers and ensuring the required Revenue and Margin growth in these channels. Furthermore, to implement the Stills Beverage strategy at regional level within all relevant channels to increase stills volume & value.

Key Duties & Responsibilities

Key Responsibilities

 

Connect weekly with Wholesales Manager. Support the Wholesales Manager with regards to delivery, implementation and measurement of performance based on the business plans. Support sales regions in development of capability in clear understanding of the channel strategy and execution criteria through regular trade visits, one on one interactions with customers. Support the Wholesales Manager in providing direction to sales force and regions.

 

Other added Responsibilities

Interaction with wholesales reps together with the Wholesales Manager to deliver on the customer specific growth strategy. Weekly and monthly meetings with wholesales reps to determine promotional grids, review business performance and provide support. Skills, Experience & Education

Qualifications and Experience

Qualifications:

3 year Marketing or equivalent Diploma/Degree

 

Experience:

Ideally 5 years sales experience Minimum 3 years’ experience as Sales Manager or equivalent FMCG experience General

Key Outputs and Accountabilities

 

Manage volume and revenue growth on behalf of the bottler system by category for stills (Energy, Water, Sport, Juice, RTD). Execute customer business plan against business deliverables.  Identified growth and profit opportunities. Generated appropriate category and customer strategies and tactics to build the customer plan. Integrated Company and Channel strategy with Category and Customer Marketing plans. Implemented the customer and channel business plan. Identified the implementation accountabilities of the Customer Business Plan. Ongoing basis workshops with customer regarding their independent business plans and utilises this information in developing future account plans. Set up promotional grid by pack and category, and support regional implementation of the plan. Manage promotional spend within the promotional framework and annual budgetary requirement. Manages new stills SKU listings to customer and implements. Negotiates permanent, promotional and ad hoc space with customer. Executes quarterly (or as per agreement) business reviews by customer. 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. Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation. Builds 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. Interacts at all levels within the organisation such as senior buyers, buyers and clerks. Problem solving and conflict handling/resolution