Key Account & Wholesale Manager

Reference Number: CCB250410-1

Coca-Cola Kwanza Ltd has an exciting opportunity in Sales & Marketing department. We are looking for a talented individual with the relevant skills, experience and expertise in Sales & Marketing for a Key Account & Wholesale Manager to be based in Dar es Salaam. The successful candidate will report directly to the Sales Director.

Key Duties & Responsibilities

The Key Account & Wholesale Manager will overall be responsible for driving volume & revenue, driving long term growth, leading Key Account and wholesale team, building key clients relationship and maintaining company reputation for excellence and financial growth.

• Identify Revenue Opportunities: Seek and capitalize on growth opportunities within wholesale and key account channels to drive revenue expansion
• Apply Execution Framework: Manage and enhance margin and revenue growth by applying the Occasion, Brand, Price, Pack, and Channel execution framework effectively.
• Drive Brand Campaigns: Implement targeted promotions, executions, and brand campaigns to increase value share within the beverage category.
• Develop Business Plans: Create and implement annual Customer Business Plans that align with Channel and Brand strategies, incorporating strategic goals and initiatives.
• Ensure Stakeholder Alignment: Align key external stakeholders (e.g., bottlers, The Coca-Cola Company, and customers) with the Customer Business Plan to ensure cohesive execution.
• Support New Listings: Oversee the introduction and promotion of new product listings, ensuring effective launch and integration into the market.
• Optimize Plan Performance: Monitor and adjust the performance of the Customer Business Plan to drive value growth and enhance market share.
• Negotiate Trading Terms: Lead negotiations to secure favorable trading terms and ensure their effective execution, making necessary adjustments to optimize outcomes.
• Manage Key Relationships: Build and sustain strong relationships with National and Regional Account Customers to foster mutual business growth and collaboration.
• Resolve Financial Issues: Address and resolve financial discrepancies, including pricing claims, to maintain a favorable financial position for accounts.
• Implement Market-Driven Campaigns: Use market research and customer insights to negotiate and implement campaigns aligned with Key Performance Indicators (KPIs).
• Develop and execute channel plans, business strategies, promotions, and product launches for Wholesale including TOT negotiation and JBP with top customers.
• Analyze and review business performance, profitability, RED scores, and competitive intelligence, implementing plans to address shortcomings.
• Coordinate with finance, logistics, depot, and systems functions while building organizational capability and maintaining records and report

Skills, Experience & Education

The incumbent should at least have a bachelor’s degree in economics/business administration/marketing. The incumbent should also possess:

• 5 years’ experience within a Commercial environment and 2 years’ managerial experience within a Key Account role particularly in the FMCG environment. Additionally, a track record of delivering results in a Key Account and Wholesale manager role that focused on building capability. experience in multiple regions will be an added advantage.
• Leadership skills
• Negotiation skills
• Strategic Planning
• Communication & Interpersonal Skills
• Data Analysis & Reporting
• Cross-functional Collaboration
• Product & Market Knowledge
• Financial & Business Acumen