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| Closing Date | 2026/04/28 |
| Reference Number | CCB260421-2 |
| Job Title | Country Lead: Route-To-Market (RTM) |
| 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 |
| Job Description | Coca-Cola Beverages Africa (CCBA) presents an exciting opportunity for a Country Lead: Route-To-Market (RTM), to join the Commercial team at CCBA. The role will report to the Sales Director. CCBA is the 8th largest Coca-Cola authorised bottler in the world by revenue, and the largest on the continent. It accounts for over 40% of all Coca-Cola ready-to-drink beverages sold in Africa by volume. With over 14 000 employees in Africa, CCBA group services more than 800 000 customers with a host of international and local brands. CCBA group operates in 14 countries: South Africa, Kenya, Ethiopia, Uganda, Mozambique, Namibia, Tanzania, Botswana, Zambia, Eswatini, Lesotho, Malawi and the islands of Comoros and Mayotte. Key Purpose:The Country Lead: Route-To-Market (RTM) is responsible for designing, implementing, and optimizing the organization’s route-to-market strategies across all regions and channels. This role ensures efficient, cost-effective product distribution and execution in traditional trade, modern trade, horeca, and direct-to-consumer channels to maximize market penetration, product availability, and distribution management. |
| Key Duties & Responsibilities | Key Outputs and Accountabilities include, but not limited to:Effective RTM Execution : Ensure the RTM model is aligned with the Annual Business Plan (ABP) and optimally executed across regions and lead initiatives that drive operational efficiency, customer satisfaction, and revenue growthOptimised RTM footprint : Develop and implement the right RTM footprint to maximize market penetration (pervasive distribution) and elimination of white spaces, with clearly defined roles for all RTM partners (distributors, wholesalers, stockists)Optimized Sales Models : Define and implement the optimised Customer Service Package to the retail base balancing maximised reach, improved sales productivity and reduced cost-to-serve.Enhanced Customer Segmentation : Conduct regular assessments of customer needs, align channel and product launches with market demand, and benchmark RTM models against industry standards and adjust the approach to maximize business potentialOperational Excellence in Sales Execution : Develop standard operating procedures for sales execution, ensuring consistent customer management and execution across regionsSales Productivity and Performance Excellence : Improve sales force productivity through SFA and RTM scorecards, driving performance by identifying in-trade gaps and opportunities for improvementPartnership and Stakeholder Management : Build and maintain strong relationships with indirect partners and cross-functional teams to ensure aligned objectives and successful RTM outcomes |
| Skills, Experience & Education | Qualifications and Experience:EducationBachelor’s degree in Business Administration or Sales or related fieldPostgraduate qualification would be advantageousExperience8-12 years of experience in field salesUnderstanding of National RTM/Distribution Management, Sales Management in the FMCG or dairy sectorStrong understanding of end-to-end customer processes (Logistics, Finance, Sales) and the operational implications of distribution models in emerging and developed markets.Proven ability to initiate new processes and improvements, delivering results within set timeframesExperience in forming effective working partnerships within and across functions to drive aligned goalsSkillsAbility to understand customer needs and ensure RTM execution meets or exceeds expectationsAbility to create a compelling RTM vision, breaking it down into actionable, manageable plansStrong knowledge of financial and business modeling, including understanding cost drivers and profitability analysisExcellent skills in managing relationships with indirect partners, third parties, and cross-functional teamsStrong analytical and project management skills to ensure RTM initiatives are delivered on time and aligned with business objectivesAbility to implement and improve sales force effectiveness metrics and reward systems to drive sales productivityFamiliarity with the latest RTM technologies, tools, and systems to ensure cutting-edge operational practices |
