Regional Sales Manager at The Coca-Cola Company

Key Purpose Statement

• To deliver volume and revenue growth by effectively managing the Sales & Marketing team, implementation of business plans and delivering Customer Service Excellence.

Key Duties & Responsibilities    

Lead the sales force and ensure superior sales execution across the region

• Ensure profit and performance delivery of the region as per the plans.
• Ensure P&L ownership and accountability within each region.
• Monitor & review Sales & Marketing performance, and guide, support & coach sales team to address off-track performance, where required.
• Develop and embed sales force effectiveness & sales force automation capabilities, with support from CCBA ID 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).
• Ensure the right sales force remuneration (fixed and variable) in collaboration with HR.
• Ensure that the sales force effectively manage the 3rd party Distributors. 
• Ensure action plans are put in place to close any significant performance gaps, with support from ID specialist teams. 
• Responsible for driving transformation of our RTM (i.e implementation of RTM 2.0) and digitization of the same through MYCCBA and Market place Channel Development & Execution of Picture of Success 
• Formulate and Manage Budget 
• Key Projects Management: Identify Key Commercial Process Improvement Projects 
• Manage the overall performance of the GT Sales Team covering the core functions of selling, merchandising, Account Development and it's subsequent processes 
• Attends frequent trade visits to customer stores with relevant regional personnel 
• Understand pack margin and pack role per customer in order to optimise revenue growth. 
• Utilise market research and analysis such as Nielsen, loyalty data etc to formulate programmes and feedback to customer. 
• Customer Relationships Supports the front line staff in building strong relationships with each customer by: Identifying business growth opportunities - (master of execution and brings a different perspective to identify opportunities sales staff may have missed 
• Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation.  
• Manages and measures sales targets daily and takes corrective action 
• Allocates execution resources (e.g. POS / coolers / promotional material etc.) for maximum return 
• Identifies competitor activities and develops and implements response tactics 
• Promotions - ensures local and national promotions are implemented effectively 
• Drive Market Share growth initiatives within allocated region

Leadership

• Driving Sales & Marketing Strategies transformation by anticipating and facilitating change within the allocated Region
• In liaison with HR championing the people needs within the region and ensuring their engagement and wellness so as to drive engagement and productivity
• Using their deep business acumen to drive the transformation of Sales & Marketing and business challenges into the region
• Think strategically by continuously considering long term impacts, extrapolating potential future scenarios from current trend evidence, and planning for future requirements.
• Ability to display agility in being able to formulate and change plans on short notice when required and they are resilient in dealing with continuous change and disruptions.
• Being a master of change is one of the most important characteristics of a successful sales manager today. They must be able to lead their sales team into a successful future by navigating and adapting to uncontrollable and unpredictable changes in economics, technology, and finances.
• Ability to building enthusiasm and motivating salespeople to succeed
• Ability to develop their team’s skills and work on their weaknesses by understanding that ongoing training, coaching, and development is a must and that sales training is a continual investment 
• Support and / or lead engagements with local governments as defined by the CCBA Engagement Plan

Skills, Experience & Education    

Education

• 4-year Degree in Sales and Marketing or relevant field
• Post Graduate Certification / Qualification in Sales and Marketing will be an added advantage

Experience

• 12 to 14 years’ experience in a fast paced Sales & Marketing with at least 7 years in an FMCG environment leading diverse and remote teams.