Channel Manager: Wholesale at The Coca-Cola Company

Job Description    

• Develop and implement customer execution plans, aligned to the Wholesale channel strategy, to drive volume and revenue growth.

The role interacts with-

• Procurement to ensure that vendors meet business requirements.
• KO and Monster Energy Company (MEC) to ensure alignment in relation to customer and consumer promotions.
• Regional commercial teams to ensure alignment on the channel plans, customer and consumer promotions and review the execution of the plans.
• Revenue Growth team to ensure alignment to the customer pricing structures.
• Supply Chain and the Route-To-Market (RTM) team to ensure the business is resourced to deliver execution plans.
• Public Affairs and Communication (PAC) to collaborate on, and align, channel projects and community projects.
• Wholesale customers to meet and review business plan performance.
• The Channel Development team to plan and align on channel plans, customer and consumer promotions and review the execution of the plans.

Key Duties & Responsibilities    

• Develop the Annual Business Plan (ABP), for the Wholesale channel to drive revenue growth. 
• Translate the ABP and develop Wholesale channel plans, based on business strategy to drive optimal commercial practices that support revenue growth objectives.
• Collaborate with regional Commercial teams to ensure that the Wholesale channel plans meet region-specific performance; is contextualised to ensure fit-for-purpose plans; and support the business’ revenue growth objectives.
• Review and monitor Wholesale channel performance, and continuously adapt plans based on insights and trends, to ensure continuous improvement.
• Review the Wholesale plan’s execution (e.g. in-trade execution; incentives; campaigns; etc.), in trade, to identify opportunities for improvement and to support sales force capability in relation to plans.
• Collaborate with the Revenue Growth team to devise optimal trading terms and Pay For Performance (P4P), which includes execution expectations, to support volume growth and market execution.
• Collaborate with KO, MEC and Wholesale customers to generate insights and apply best practices which drives continuous improvement within the South African Wholesale

Skills, Experience & Education    

• Relevant formal qualification related to Sales and/or Marketing.
• Post graduate qualification will be advantageous.
• Previous experience related to the management of the Local and Traditional channel, will be advantageous.
• 5 years’ experience in a Sales environment, and 5 year’s managerial experience within an FMCG environment.

General    

• Sound product and industry knowledge.
• Sound understanding of business RTM strategy.
• Sound understanding and application of sales and marketing principles.
• Product and industry knowledge.
• Competitor insights.
• An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.