Key Accounts Representative

Coca-Cola Beverages Africa (CCBA) is the eighth largest Coca-Cola bottling partner worldwide and the biggest on the African continent, serving 13 countries in sub-Saharan Africa. We boast a diverse pan-African footprint with more than 36 bottling plants serving over 600,000 outlets across the continent. CCBA employs more than 16,000 people and enjoys the number one market position in all of our 13 territories.

We aim to be the leading Coca-Cola bottler in Africa, delivering profitable and sustained growth through increased availability and access to Coca-Cola beverages across Southern and East Africa. Coca-Cola Beverages Zambia (CCBZ) is a subsidiary of Coca-Cola Beverages Africa (CCBA). It has a licence to produce, distribute and market all Coke brands in Zambia. CCBZ operates in two sites, Lusaka West and Ndola Depot.

POSITION – KEY ACCOUNTS REPRESENTATIVE

Coca-Cola Beverages Zambia is looking for a Key Accounts Representative to manage Key Accounts and to manage the execution of Local Key Account Strategy in the Region, including wholesalers and smaller key accounts, ensuring required Revenue and Margin growth in these channels. Furthermore, to implement the Stills Beverage strategy at the regional level within all relevant channels to increase stills volume & value.

• 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 workshops with customer regarding their independent business plans and utilising 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 requirements.
• Manages new stills SKU listings to customers and implements.
• Negotiates permanent, promotional and ad hoc space with customers.
• Executes quarterly (or as per agreement) business reviews with the customers.
• Attends frequent trade visits to customer stores with relevant regional personnel
• Understand pack margin and pack role per customer to optimise revenue growth.
• Utilise market research and analysis such as Nielsen, loyalty data, etc, to formulate programmes and feedback to customers.
• 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

Qualifications:

• 3 years Marketing or equivalent Diploma/Degree

Experience:

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

• Product & Industry knowledge
• Competitor insights
• Strategic Thinker

• Analytical Skills
• Flexible
• Resilient
• Conflict handling ability

• Good Attention to detail
• Customer focussed & Service orientation
• Commercial/ Industry awareness
• Excellent interpersonal skills / good motivational skills
• An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.
• Good negotiation skills when dealing with customers
• Ability to work under pressure
• Good presentations skills
• Strong administration capabilities