Sales Manager

Reference Number: CCB250324-3

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 Sales Manager to be based in Dar es Salaam. The successful candidate will report directly to the Sales Director.

Key Duties & Responsibilities

The Sales Manager will overall be responsible for driving volume & revenue, driving long term growth, leading large & diverse sales team, building key clients relationship and maintaining company reputation for excellence and financial growth.

The role will also be responsible for:

• Lead the sales force to ensure superior sales execution and performance across the region
• Ensure profit delivery and performance according to plans.
• Own and be accountable for region profit and loss
• Monitor and review sales and marketing performance, providing guidance and coaching to address any issues.
• Develop and implement sales force effectiveness and automation capabilities
• Roll out and ensure effective use of customer segmentation and related toolkits.
• Manage Right Execution Daily (RED)systems, tracking, contractor Services Level Agreement (SLA) management, and non-conformance.
• Oversee sales resource planning, merchandising management, and REDMART (Point of Sale (POS) storage, picking, and delivery).
• Determine functional requirements, population, and location for cold drink equipment (executed by Supply Chain).
• Collaborate with People & Culture department to ensure appropriate sales force remuneration (fixed and variable).
• Ensure effective management of third-party distributors by the sales force.
• Develop action plans to close significant performance gaps
• Develop and execute channel-specific strategies.
• Implement promotional programs and activities.
• Ensure asset care and demand planning.
• Manage key projects and drive execution standards across all channels.
• Provide input to the demand planning process.
• Conduct business reviews with customers.
• Make frequent trade visits to customer stores with territorial personnel.
• Optimize revenue growth by understanding pack margin and role per customer.
• Utilize market research and analysis to formulate programs and provide customer feedback.
• Build strong customer relationships by identifying business growth opportunities and managing account-specific programs and promotions.
• Participate in various interactions such as charity sports days, customer conferences, corporate golf days, and international events.
• Monitor and measure sales targets daily, taking corrective action as needed.
• Allocate execution resources (e.g., Point of Sale, coolers, promotional materials) for maximum return.
• Identify and respond to competitor activities.
• Ensure effective implementation of local and national promotions

Skills, Experience & Education

The incumbent should at least have a bachelor degree in Economics/Business Administration/Marketing. The incumbent should also possess; Approximately 7–10 years of relevant experience in sales, marketing, revenue growth management particularly in the FMCG environment. Additionally, a track record of delivering results in a Sales role that focused on building capability. experience in multiple regions will be an added advantage.

The incumbent is also required to possess:

• Strong analytical skills with product and industry knowledge, and good attention to detail
• Excellent interpersonal, motivational, and presentation skills
• Customer-focused with strong negotiation skills and revenue management expertise
• Strategic thinker with industry and competitor insights
• Resilient and flexible, able to work under pressure
• Effective conflict handling and problem-solving abilities
• Ability to coach and lead, inspiring teams to achieve results, and being an ambassador for the company and brands
• Understanding of evolving business needs and system adaptation for added value, with a focus on execution excellence and brilliant standards.
• Leadership and Sales acumen