Manager Regional Wholesale at The Coca-Cola Company

Key Purpose Statement

To drive profitable regional wholesale growth by delivering volume, margin and customer service targets through disciplined execution, strong customer partnerships, operational excellence and high-performing team leadership.

Key Duties & Responsibilities    
Key Outputs and Accountabilities include, but not limited to:

• Sales and Revenue Growth : Deliver regional volume and margin targets for the wholesale channel by translating the national wholesale plan into area-level execution plans.
• Execution excellence: Ensure wholesale customers in the region trade in line with agreed trading terms, contracts and LOS execution standards, driving compliance through routine trade visits.
• Customer Engagement and Relationship Management: Own day to day relationships with regional Wholesale customers, running joint business plans, cycle briefs and promotional activation to grow mutual value.
• Financial Integrity: Manage credit exposure, claims and settlement discounts with the region, escalating risk early and unlocking growth through disciplined credit management.
• Operational Efficiency: Coordinate with Supply Chain, Logistics and Demand Planning to ensure order fulfillment; stock availability and accurate forecasting for wholesale customers.
• Product Quality Assurance: Enforce stock rotation, FIFO principles and trade replacement standards across wholesale outlets in the region.

Skills, Experience & Education    
Education

• Bachelor’s degree in Marketing, Business or a related field.
• Postgraduate qualification would be an added advantage.

Experience

• 6-8 years of relevant sales experience in the FMCG sector, with proven success in Wholesale or Distributor channel management.
• Demonstrated track record of delivering volume, revenue, and execution targets in a defined region
• Experience in leading and coaching a field sales team
• Sound understanding of wholesale customer economics, trading terms and market dynamics

Skills: 

• Ability to translate national channel strategy into practical regional execution plans.
• Strong negotiation and influencing skills to secure and enforce trading term agreements.
• Commercial acumen, including margin management, credit control and customer profit building.
• Analytical skills to interpret customer and channel performance data and act on gaps.
• People leadership skills to build, coach and hold a high-performing team accountable
• Excellent customer service and relationship building skills.
• Strong planning, organizing and prioritizing ability across a multi customer territory.
• Digital proficiency in sales tolls and reporting platforms ( SFA, B2B, EDS)
• Effective communication and cross functional collaboration with Supply Chain, Finance and Trade Marketing.