Key Accounts Manager: Traditional Trade at The Coca-Cola Company

Job Description    

• Lead and execute the traditional trade channel strategy to drive revenue, margin, and market share growth. This role develops strategic customer business plans, manages key relationships, and ensures cross-functional alignment to deliver business objectives in the traditional trade environment.
• Level of interaction within and outside of the company as well as the nature and purpose of the interaction
• Ensure cross-functional (e.g., operations, Supply Chain, Finance, Trade Marketing, Category teams, Analysts, regions, etc.) alignment to support deliverables of the Customer Business Plan.   
• Collaborate and liaise with traditional trade customers on an ongoing basis, as a representative of the Coca-Cola company, to drive mutual business growth.  
• Builds personal relationship with customers through various interactions such as charity sports days; customer conference participation; corporate golf days; host at local and international conferences and sporting occasions.? 
• Ongoing interaction with Monster and the The Coca-Cola Company (TCCC) to ensure alignment to the Customer Business Plan and opportunities that drive return on investment.   
• Penbev to ensure system alignment. 

Key Duties & Responsibilities    
Strategic Planning & Growth

• Identify and secure strategic partnership opportunities within traditional trade key accounts to drive sustainable revenue growth.
• Lead and manage execution of the Traditional Trade Channel Strategy in the region, ensuring required revenue and margin growth in this strategic channel.
• Devise and implement annual Customer Business Plans (CBPs) aligned with the Coca-Cola system strategy, incorporating brand, pack, price, and channel priorities.
• Monitor and optimise the performance of CBPs throughout the year to maximise market share and value contribution.
• Execute the Revenue Growth Management (RGM) strategy within traditional trade by leveraging optimal promotions, pricing, pack architecture, and brand campaigns.

Customer & Stakeholder Management

• Build and maintain strong, long-term relationships with traditional trade customers to foster mutual business growth.
• Act as the lead representative of the Coca-Cola system within traditional trade partnerships, aligning customers to brand strategies, innovations, and joint business plans.
• Collaborate with bottlers, The Coca-Cola Company, and retail stakeholders to ensure cohesive execution of strategic plans.
• Identify and convert category opportunities with customers by leveraging data and market insights.
• Drive listing and promotional support for new product launches and category innovation initiatives.

Execution & Operational Excellence

• Lead cross-functional collaboration with internal departments to ensure seamless customer service and plan execution.
• Negotiate and manage customer trading terms aligned to strategic goals, ensuring alignment with Return on Investment (ROI) and commercial objectives.
• Drive disciplined implementation of all agreed activities including pricing strategies, planograms, execution standards, and trade marketing programs.
• Align customer systems, tools, or software interfaces to support real-time, systematic collaboration and visibility across functions.

Governance & Financial Oversight

• Ensure compliance with all corporate governance, audit, and risk management protocols.
• Monitor financial health of customer accounts, proactively resolving pricing claims, deductions, and financial disputes.
• Use data analytics and reporting tools to assess account performance, track Key Performance Indicator (KPI) achievement, and inform commercial decisions.
• Ensure customer trading agreements and investments deliver optimal returns within agreed financial frameworks.

Skills, Experience & Education    

• A formal 3-year Commercial, or equivalent, degree.
• Post Graduate studies (e.g. a master’s in business administration) will be advantageous.
• 6 years’ experience within a Commercial environment.
• Key account management experience is essential.

General    
Accountabilities

If the incumbent in this role is successful at the job, they will be accountable for the following:

• Gross Revenue (Supported and delivered by for example volume, numeric distribution, discounts, mix moves, etc.).
• Governance protocols (e.g. Risk and Control Matrix) compliance. 
• Trading Term development and implementation.  
• Customer Loyalty Index (CLI). 
• Market share across Categories. 
• RED & PDA Compliance. 
• Strategic (e.g. AFRICA Wins) framework implementation.
• Sustainability plans implemented within Customer.

Deadline:30th June,2025