Channel Specialist: Traditional Trade Local Grocery & PFM at The Coca-Cola Company

Job Description    

• Implement and track wholesale channel promotions, pricing, and execution standards.
• Assist with maintaining wholesale customer execution plans and evaluate campaign impact.
• Implement promotional activities and campaigns.

Key Duties & Responsibilities    

• Relationship & Customer Management: Build and maintain strong, trusting relationships with key customers. Regularly communicate with customers in writing and in person to address needs and concerns. Resolve issues and complaints promptly to ensure client satisfaction.
• Sales and Revenue Generation: Develop and implement sales strategies to achieve targets. Identify and pursue new business opportunities within key accounts. Negotiate contracts and pricing agreements.
• Strategic Planning and Execution: Develop and manage account plans, including budgets and timelines. Monitor performance against targets (e.g., Pay for Performance (P4P)) and make adjustments as needed. Collaborate with internal teams (sales, marketing, operations, Revenue Growth, Supply Chain, Commercial) to execute strategies and ensure channel readiness and resource alignment.
• Performance Monitoring & Market Analysis: Track and report on targets, customer compliance, and in-trade execution success. Gather insights from wholesale partners to identify gaps and recommend strategic adjustments. Stay informed about market trends, competitor activity, and industry developments. Analyze sales data and key performance indicators (KPIs).
• Reporting & Documentation: Prepare structured channel reports, execution summaries, KPI dashboards, and presentations for internal and customer reviews. Manage credit terms and payments. Coordinate with logistics and supply chain teams to ensure timely delivery of products.

Skills, Experience & Education    
Education

• Bachelor’s degree in Sales, Marketing, Business or related field
• Postgraduate qualification is advantageous

Experience

• 5 years in sales roles, including 5 years of managerial experience in FMCG
• Channel management experience, specifically in Wholesale and/or Local & Traditional channels, is highly advantageous

Skills

• Strategic Thinking & Business Planning
• Trade Marketing & Execution Planning
• Customer & Stakeholder Management
• Data Analysis & Performance Reporting
• Commercial Acumen & Negotiation
• Communication & Presentation Skills
• Project Management
• Sales Capability Development

General    

• Nett Sales Revenue: R14 Billion
• Customer Loyalty Index (CLI): As determined by business plan
• Sparkling Soft Drinks (SSD) Value Share: As determined by business plan
• Still Value Share: As determined by business plan
• RED Execution: As determined by business plan
• Channel Price Compliance: As determined by business plan
• Discount Spend: 7% (L&T) and 9% (Wholesale) of NSR
• Customer Rewards Programme Participation: : As determined by business plan
• Talent Management Excellence and Pipeline: As per business plan and framework

Deadine:30th June,2025