Area Sales Manager

Coca – Cola Beverages Africa has an exciting vacancy of Area Sales Manager at one of our Mozambique Bottlers – Chimoio Plant that is the leading producer of various flavors in Mozambique for the last 26 years. This position reports directly to the Regional Sales Manager. The incumbent will be responsible to deliver volume and revenue growth by effectively managing the Sales & Marketing team, implementation of business plans and delivering Customer Service Excellence.

Key Duties & Responsibilities

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 area;
• 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.

Leadership

• Management of the Sales Team;
• Build Capability and Manage Performance;
• Build and Motivate a high performing team;
• Execution of Sales & Marketing Business Plan;
• Execution of Sales & Marketing Finance Routines;
• Support and / or lead engagements with local governments as defined by the CCBA Engagement Plan.

Sales execution

• Channel Development & Execution of Picture of Success;
• Promotional Programs and Activities;
• Asset care;
• Demand Planning;
• Key Project Management;
• Implement initiatives per Sales Group;
• Formulate and Manage Budget;
• Drive execution standards across all channels;
• Ensure execution of Cooler Management;
• Ensure business plan by channel by outlet;
• Promotional Programs and Activities : Implement National Calendar;
• Ensure that all promotions are implemented;
• Key Projects Management : Identify Key Commercial Process Improvement Projects
• Manage Project Execution;
• Demand Planning : Provide input to the Demand Planning Process;
• Manage Implementation of Marketing plan;
• Manage the overall performance of the GT Sales Team covering the core functions of selling, merchandising, Account Development and it’s subsequent processes;
• Drive Sales Execution across all GT channels;
• To lead a team to build profitable growth by achieving the regional volume target, enhance RTM effectiveness, achieve excellence in execution with special focus on RED standards, manage distributors viably whilst having stringent controls on Accounts receivables and manage people to build a high performance team whilst adhering to company policies and sales standards;
• 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;
• 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.;
• 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;
• Sales and Marketing share growth;
• 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.

Skills, Experience & Education

• Honours Degree in Sales/Marketing, Business Management, or related fields;
• 5 to 10 years of working experience on this role or similar position;
• Valid drive license applicable to Mozambique territory;
• Computer literacy as user specially for Microsoft packages;
• Proficiency in Portuguese and English languages.

Validade: 19/05/24

Marcado como: Coca-Cola, Coca-Cola Beverages Africa