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The Coca-Cola Beverages Africa is hiring a Key Account Sales Representative.
Job Description
Coca-Cola Beverages Africa has an exciting vacancy of Key Accounts Sales Representative, at one of our Mozambique Bottlers – Matola Plant, leading producer of various flavors in Mozambique for the last 30 years. This is a supervisor position that reports directly to the Key Account Manager. The incumbent will be responsible to manage the Key Accounts and to manage execution of Local Key Account Strategy in the Region including wholesalers and smaller key accounts, ensuring required Revenue and Margin growth in these channels. Furthermore, to implement the Stills Beverage strategy at regional level within all relevant channels to increase stills volume & value.
Key Duties & Responsibilities
- Manage volume and revenue growth on behalf of the bottler system by category for stills (Energy, Water, Sport, Juice, RTD).
- Execute customer business plan against business deliverables.
- Identified growth and profit opportunities.
- Generated appropriate category and customer strategies and tactics to build the customer plan.
- Integrated Company and Channel strategy with Category and Customer Marketing plans.
- Implemented the customer and channel business plan.
- Identified the implementation accountabilities of the Customer Business Plan.
- Ongoing basis workshops with customer regarding their independent business plans and utilises this information in developing future account plans.
- Set up promotional grid by pack and category, and support regional implementation of the plan.
- Manage promotional spend within the promotional framework and annual budgetary requirement.
- Manages new stills SKU listings to customer and implements.
- Negotiates permanent, promotional and ad hoc space with customer.
- Executes quarterly (or as per agreement) business reviews by customer.
- Attends frequent trade visits to customer stores with relevant regional personnel.
- Understand pack margin and pack role per customer in order to optimise revenue growth.
- Utilise market research and analysis such as Nielsen, loyalty data etc to formulate programmes and feedback to customer.
- Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation.
- Builds personal relationship with customer through various interactions such as charity sports days, customer conference participation, corporate golf days, host at local and international conferences and sporting occasions.
- Interacts at all levels within the organisation such as senior buyers, buyers and clerks.
- Problem solving and conflict handling/resolution.
Skills, Experience & Education
- Honors Degree in Marketing, Business Management.
- Ideally 5 years sales experience.
- Minimum 3 years’ experience as Sales supervisor or equivalent FMCG experience.
- Fluent in Inglish and Portuguese (Write, talk and negotiation).
Competences
- Product & Industry knowledge.
- Competitor insights.
- Strategic Thinker.
- Analytical Skills.
- Flexible.
- Resilient.
- Conflict handling ability
- Good Attention to detail.
- Customer focussed & Service orientation.
- Commercial/ Industry awareness.
- Excellent interpersonal skills/ good motivational skills.
- An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.
- Good negotiation skills when dealing with customers.
- Ability to work under pressure.
- Good presentations skills.
- Strong administration capabilities.
General
- Indicate the extent of the role’s involvement in supervision and other team leadership activities.
- Connect weekly with Key Accounts Manager.
- Support the Key Accounts Manager with regards to delivery, implementation and measurement of performance based on the business plans.
- Support sales regions in development of capability in clear understanding of the channel strategy and execution criteria through regular trade visits, one on one interactions with customers.
- Support the Key Accounts Manager in providing direction to sales force and regions.
- Describe the level of interaction within and outside of the company as well as the nature and purpose of the interaction.
- Interaction with key account sales reps together with the Key Accounts Manager to deliver on the customer specific growth strategy.
- Weekly and monthly meetings with key account reps to determine promotional grids, review business performance and provide support.
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