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