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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.
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
