National Sales Manager

Job Description : NSM KENYA FOR COCA COLA Coca-Cola Beverages Africa (CCBA) is the largest African Coca-Cola bottler, accounting for 40% of all Coca-Cola volumes on the continent. CCBA is a market leader in the NARTD (non-alcoholic ready-to-drink market) in Africa. CCBA has an extensive footprint in Africa, employing over 16 000 employees. About the role is looking for a dynamic Regional Sales Manager(RSM) to deliver volume and revenue growth by effectively managing the Sales & Marketing team, implementing business plans, and delivering Customer Service Excellence. The role holder will work closely with the Sales and Marketing Director and support the Area Sales Managers (ASMs) with regards to delivery, implementation, and measurement of performance based on the business plans. S/he will support sales regions to clearly understand the channel strategy and execution criteria through regular trade visits, one on one interactions with customers, and what their needs are. Moreover, they will provide direction to the sales force and regions. The Regional Sales Manager will collaborate with other Regional Sales Managers and the Sales and Marketing Director to deliver on the country and customer-specific growth strategy. S/he will also hold weekly and monthly meetings with Area Sales Managers and reps to determine promotional grids, review business performance and identify opportunities. The position is a full-time position reporting to the Sales and Marketing Director and the role holder will have approximately 4 - 10 direct reports. Key Responsibilities: Lead the sales force across the region · Ensure profit and performance delivery of the region as per the plans as well as P&L ownership and accountability within each district. · Monitor & review Sales & Marketing performance, and guide, support & coach sales team to address off-track performance, where required. Moreover, ensure action plans are put in place to close any significant performance gaps, with support from specialist teams. · Develop and embed sales force effectiveness & sales force automation capabilities, with support from the CCBA Sales team. · Roll-out and ensure effective use of customer segmentation & related tool kits. · Ensure RED management – systems, tracking, contractor SLA management, and non-conformance management. · Manage sales resource planning, merchandising management, REDMART (POS storage, picking & delivery). · Cold drink equipment – determine functional requirements, population and location (provided to Supply Chain for execution). · Make sure the right sales force remuneration (fixed and variable) in collaboration with HR. · Ensure that the sales force effectively manage the 3rd party Distributors. · Support and/or lead engagements with local governments as defined by the CCBA Engagement Plan. Team Leadership · Manage the sales team consisting of Area Sales Managers (ASM) and Sales Representatives. · Build capability, manage performance as well as motivate a high performing team. Project Management and Sales Execution · Manage the overall performance of the GT Sales Team covering the core functions of selling, merchandising, account development, and its subsequent processes. · Execute the Sales & Marketing business plan and finance routines by channel and outlet. · Channel Development & execution of picture of success as well as asset care. · Implement promotional programs and activities in the national calendar. · Provide input to the Demand Planning Process. · Key Project Management as well as identifying Key Commercial Process Improvement Projects. · Formulate and manage the budget. · Drive execution standards across all channels. · Ensure execution of Cooler Management. · Manage Implementation of the Marketing plan. · Support and/or lead engagements with local governments as defined by the CCBA Engagement Plan. Does this sound like you? · A Bachelor’s degree/Diploma in Sales and Marketing or a related field. · A minimum of 25 years of solid sales and marketing experience within the FMCG sector coupled with strong business acumen. · Proven track record in building a vibrant, energized team through a dynamic 'rallying' leadership style (daily team meetings). · Strong analytical skills with a proven track record utilizing trend analysis, customized research, and other sources to turn data and information into actionable insights. · An understanding of evolving business needs and how systems can be adapted to meet these needs and add value. · Self-driven with the ability to work under pressure, manage conflicting demands and excellent problem-solving abilities. · Ability to handle strategic problems encompassing the Supply Chain of the business and with different levels of complexity and urgency. · Strong management skills with proven ability to supervise, motivate and coach direct reports. · Strategic and entrepreneurial thinker with the ability to understand the market, business intelligence, and keep updated on industry-related developments. · Exceptional relationship-building experience with good negotiation skills when dealing with customers. · Excellent interpersonal skills / good motivational skills.

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