Sales Manager at The Coca-Cola Company

Key Purpose

• To develop, implement and maintain effective account plans thereby managing the profitable sales of CCBSA products, and the development and maintenance of new business relationships and opportunities so that customer excellence, brand loyalty and profitable volume growth are achieved.

Key Duties & Responsibilities    

Manage the goals for the allocated sales team, to deliver or exceed targeted Growth, Profit and Margin.

• Business targets achieved
• Team targets are agreed on and incorporated in the goal setting process.
• Team goals and KPI’s flow into agreed individual goals and KPI’s
• The process for target setting is understood, targets are known and agreed.
• Goals & targets are visibly displayed and communicated to all team members.
• Work performance is monitored regularly to ensure that targets are achievable.
• SHERQ policies and procedures are adhered to and compliance to these requirements is actively pursued.

Formulate, monitor and control investment in trade and trade expenses, to ensure that the Channel is profitable, without overinvesting or incurring waste.

• Channels continuously drive efficiency and productivity
• Variances within the planned investments and costs are analysed, problem areas addressed and corrective action is taken.

Company assets managed

• The allocation, operation, return on investment & non conformance activities related to company assets are executed in accordance with the set CCBSA standards and regulations
• Coolers, vehicles and equipment are managed, maintained and verified on schedule to ensure optimal functioning and minimise losses
• Company vehicles image, usage and abuse is managed in line with company policy and non conformance by team members is actioned

Team Managed

• Team performance goals support CCBSA’s goals, the channel business plan and the team’s contextual issues.
• The integrated performance management process and procedures are adhered to for and by all relevant team members.
• Agreed upon individual development plans are appropriately executed and corrective action is taken in respect of out of line situations.
• Appropriate target level of coaching status achieved.
• Summative CAP competence developed and achieved.
• Sales team members are continuously motivated and encouraged to achieve targets.
• On the job coaching is conducted regularly and as necessary to identify and correct gaps in performance.

Managed Channel Activity

• Information Managed
• Market intelligence is actively pursued and feedback by team members is actioned or communicated to the relevant authority in the appropriate manner.
• Understand the picture of success in order to manage execution, analyse feedback and provide coaching in support of the Route to Market and RED process.
• Execution managed in the trade by, inter alia, ensuring that identified reporting technology, such as Margin Minder and CCBSA Mobile, are utilised and optimised daily as the key reporting tool to ensure call adherence, time in outlet and excellent execution.
• Route to market strategy is supported.
• Ensure that Team members are performing the right roles within the route to market framework.
• Credit processes Managed

Order taking supported

• Ensure adherence to and optimising of all order taking processes, including direct order taking, B2B and MOT order taking.

Merchandising Optimised

• Ensure that merchandising activity is aligned to CCBSA’s market execution and merchandising strategy.
• Ensure effective social systems are in place with the Merchandising
• Manager to support delivery of the merchandising and market execution strategy, to deliver excellent in trade execution.
• Non conformance is actioned in the appropriate manner.

Customer service optimised

• Actively review and pursue development gaps in CLI within sales team and strive to deliver excellent customer service
• Consumers, suppliers and competitors are treated according to the principles as set out in SAB’s Code of Conduct.
• Direct customer queries and CRM related queries are handled in a professional & timely manner and timely feedback is provided within the required service level agreement timeline.
• CCBSA’s image is continuously enhanced with customers and consumers

Skills, Experience & Education    
Qualification / Experience 

• Completed 3 year marketing/sales degree/diploma or equivalent qualification 
• A minimum of 3 years sales experience in an FMCG environment.
• Previous management experience would be an advantage.
• Valid code 8 drivers licence, unendorsed.