Channel Specialist: Traditional Trade: Spaza & General Dealer at The Coca-Cola Company

Job Description    

• Develop, maintain, and track the Route to Market (RTM) strategy.
• Manage Local Distribution Partner (LDP) Strategic Distributor (SD) and wholesale third-party structures and models.
• Implement channel-specific execution strategies aligned with business goals.
• Work closely with Regional Commercial teams and Route to Market teams to support execution capability and training.

Key Duties & Responsibilities    

• Pack, Price & Promotion: Track and analyze pricing performance to identify areas for improvement. Monitor competitor brand, packs, and pricing by category and adjust the BPPC strategy accordingly. Use shopper and consumer insights to recommend improvements to local trade marketing plans. Share insights and knowledge to influence and implement national promotional activity. Develop bespoke regional promotional activities and campaigns with marketing teams.
• Trade Activation & Performance Monitoring: Track in-trade activation, promotion execution, and local customer engagement effectiveness. Monitor and report on key performance indicators, including volume growth, compliance, and RED metrics. Provide regional feedback and recommendations to optimize Local and Traditional channel plans.
• Thought Leadership & Influence: Establish self as a trusted source of sales capability knowledge within the Local and Traditional channels. Share trade insights with key stakeholders to inform strategic decisions. Provide influential leadership with regional and own teams to drive execution of strategy.

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

Deadline:30th June,2025