Sales Channel Lead Traditional Trade at The Coca-Cola Company

Job Description    

• Coca-Cola Beverages South Africa (CCBSA) has an exciting opportunity in our Sales department. We are looking for a  talented individual with relevant skills and experience for an Sales Channel Lead Traditional Trade role, which is based in Midrand. The successful candidates will report directly to the Regional Manager Sales.

Key Duties & Responsibilities    
Key Outcomes

• Sales Execution and Route-to-Market Excellence:
• Ensure streamlined trade execution aligned to Route-to-Market (RTM) principles. Drive execution standards, call adherence, and in-trade performance to increase volume and market share. Monitor and drive the execution of channel and promotional execution campaigns to drive compliance and return on investment to the business.

Revenue and Profit Growth:

• Deliver sustainable volume, net sales revenue, and margin growth through strategic account planning, pack penetration, and pricing optimization across all territories.

Sales Team Development and Performance Management:

• Build and lead a high-performing, motivated frontline sales team through regular coaching, feedback, and training. Set and cascade aligned team and individual goals, monitor performance against KPIs, and drive continuous development to close capability gaps and build a strong talent pipeline for key roles.

Customer Relationship and Service Excellence:

• Maintain high levels of customer satisfaction by ensuring effective communication, CRM responsiveness, and timely issue resolution that reinforces CCBSA’s image and brand loyalty.

Effective Resource and Asset Utilization:

• Ensure the optimal use of tools, trade assets (coolers, vehicles, equipment), and promotional materials. Oversee asset maintenance, compliance, and return on investment in line with company policy.

Governance and SHERQ Compliance:

• Ensure adherence to relevant governance protocols (e.g. Risk and Control Matrix) to safeguard company assets and mitigate risk to the business and protect the business’ licence to trade. 

Functional Capabilities

• Sales team management
• Customer relationships
• Execution excellence
• Coaching and team development
• Operational efficiency

KBI

• Sales Volume vs Target
• Revenue vs Target
• Outlet Volume Growth
• Gross Revenue
• Activated Customers Growth
• Customer Loyalty Index (CLI)
• RED Scores 
• RED & PDA adherence
• Strike rate and call adherence
• Asset verification

Skills, Experience & Education    
Education

• A formal qualification in Marketing, Sales, or equivalent

Experience

• 3+ years front-line sales experience within a FMCG environment.
• Team management experience will be an added advantage.

Skills

• Coaches and mentors team members, providing opportunities for growth and development
• Strong understanding of FMCG sales practices, RTM principles, and market execution standards
• Resolves disputes equitably, finding common ground in challenging situations
• Engages with a wide range of people and builds effective relationships within and outside the organization
• Builds lasting relationships with customers and meets their expectations
• Skilled in negotiating terms with minimal disruption to relationships, balancing assertiveness and diplomacy
• Demonstrates determination to achieve goals despite setbacks, constantly pushing for results
• Able to clearly communicate in various formats and styles, ensuring key messages are effectively conveyed
• Demonstrated ability to use digital platforms for sales optimization, along with the capability to interpret and act on sales reports

Deadline:11th July,2025