Area Sales Manager

Job Description

Company Overview

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

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Key Purpose Statement

As an Area Sales Manager, you will turn our Route-To-Market strategy into field execution-driving volume and market share, developing the sales team in your sales district, and ensuring consistent brand presence.

Key Duties & Responsibilities

Key Outputs and Accountabilities include, but not limited to:

• Sales Execution Excellence : Ensure streamlined trade execution according to Route-To-Market (RTM) principles, across territories, to support for increased sales volume and market share
• Revenue Growth: Achieve volume growth, nett sales revenue growth, and increased penetration of key packs across territories
• Sales Team Development: Build a high-performing, motivated, frontline sales team by providing coaching and training
• Customer Relationships: Maintain high levels of customer satisfaction through effective communication and service delivery
• Effective Resource Utilization: Ensure the right tools, resources, and promotional materials are distributed and used effectively across channels
• Distributor Management: Commercial Sales management of Distributor volume targets and performance. Routine review of Volume vs Target; tactical plans for promotions and marketing activities. Ensure partners are well aware of commercial activities within their respective territorries

Skills, Experience & Education

Education

• Bachelor’s degree in a business-related field.

Experience:

• Minimum 5 years' frontline FMCG sales experience
• Minimum 1 year of Team management
• Strong knowledge of FMCG sales, RTM principles, and market execution.
• Proven coaching, negotiation, dispute-resolution, and communication skills.
• Resilience and determination.
• Digital fluency - ability to use sales platforms and turn reports into action.

Skills

• Coaches and mentors team members, providing opportunities for growth and development
• Strong understanding of FMCG sales practices, RTM principles, and market execution standards
• Resolves disputes equitably, finding common ground in challenging situations
• Engages with a wide range of people and builds effective relationships within and outside the organization
• Builds lasting relationships with customers and meets their expectations
• Skilled in negotiating terms with minimal disruption to relationships, balancing assertiveness and diplomacy
• Demonstrates determination to achieve goals despite setbacks, constantly pushing for results
• Able to clearly communicate in various formats and styles, ensuring key messages are effectively conveyed
• Demonstrated ability to use digital platforms for sales optimization, along with the capability to interpret and act on sales reports