Job Description

Lead and execute the traditional trade channel strategy to drive revenue, margin, and market share growth. This role develops strategic customer business plans, manages key relationships, and ensures cross-functional alignment to deliver business objectives in the traditional trade environment.
Level of interaction within and outside of the company as well as the nature and purpose of the interaction

• Ensure cross-functional (e.g., operations, Supply Chain, Finance, Trade Marketing, Category teams, Analysts, regions, etc.) alignment to support deliverables of the Customer Business Plan.
• Collaborate and liaise with traditional trade customers on an ongoing basis, as a representative of the Coca-Cola company, to drive mutual business growth.
• Builds personal relationship with customers through various interactions such as charity sports days; customer conference participation; corporate golf days; host at local and international conferences and sporting occasions.?
• Ongoing interaction with Monster and the The Coca-Cola Company (TCCC) to ensure alignment to the Customer Business Plan and opportunities that drive return on investment.
• Penbev to ensure system alignment.

Key Duties & Responsibilities
Strategic Planning & Growth

• Identify and secure strategic partnership opportunities within traditional trade key accounts to drive sustainable revenue growth.
• Lead and manage execution of the Traditional Trade Channel Strategy in the region, ensuring required revenue and margin growth in this strategic channel.
• Devise and implement annual Customer Business Plans (CBPs) aligned with the Coca-Cola system strategy, incorporating brand, pack, price, and channel priorities.
• Monitor and optimise the performance of CBPs throughout the year to maximise market share and value contribution.
• Execute the Revenue Growth Management (RGM) strategy within traditional trade by leveraging optimal promotions, pricing, pack architecture, and brand campaigns.

Customer & Stakeholder Management

• Build and maintain strong, long-term relationships with traditional trade customers to foster mutual business growth.
• Act as the lead representative of the Coca-Cola system within traditional trade partnerships, aligning customers to brand strategies, innovations, and joint business plans.
• Collaborate with bottlers, The Coca-Cola Company, and retail stakeholders to ensure cohesive execution of strategic plans.
• Identify and convert category opportunities with customers by leveraging data and market insights.
• Drive listing and promotional support for new product launches and category innovation initiatives.

Execution & Operational Excellence

• Lead cross-functional collaboration with internal departments to ensure seamless customer service and plan execution.
• Negotiate and manage customer trading terms aligned to strategic goals, ensuring alignment with Return on Investment (ROI) and commercial objectives.
• Drive disciplined implementation of all agreed activities including pricing strategies, planograms, execution standards, and trade marketing programs.
• Align customer systems, tools, or software interfaces to support real-time, systematic collaboration and visibility across functions.

Governance & Financial Oversight

• Ensure compliance with all corporate governance, audit, and risk management protocols.
• Monitor financial health of customer accounts, proactively resolving pricing claims, deductions, and financial disputes.
• Use data analytics and reporting tools to assess account performance, track Key Performance Indicator (KPI) achievement, and inform commercial decisions.
• Ensure customer trading agreements and investments deliver optimal returns within agreed financial frameworks.

Skills, Experience & Education

• A formal 3-year Commercial, or equivalent, degree.
• Post Graduate studies (e.g. a master's in business administration) will be advantageous.
• 6 years' experience within a Commercial environment.
• Key account management experience is essential.

General
Accountabilities
If the incumbent in this role is successful at the job, they will be accountable for the following:

• Gross Revenue (Supported and delivered by for example volume, numeric distribution, discounts, mix moves, etc.).
• Governance protocols (e.g. Risk and Control Matrix) compliance.
• Trading Term development and implementation.
• Customer Loyalty Index (CLI).
• Market share across Categories.
• RED & PDA Compliance.
• Strategic (e.g. AFRICA Wins) framework implementation.
• Sustainability plans implemented within Customer.

Policy
At Coca-Cola Beverages Africa we are proud to celebrate diversity and we strive to achieve an equal opportunity workplace by being cognisant of affirmative action requirements. It is our policy to be mindful and compliant with all our regional requirements and national laws for those regions. Employment at Coca-Cola Beverages Africa is based solely on an individual's merit and qualifications directly related to their field of competence. We do not discriminate against an employee or potential employees because race, colour, religion, sex, national origin, sexual orientation, age, marital status, disability and gender identity.
At the heart of our recruitment processes is the need to create a value driven experience for all applicants. To all recruitment agencies: Coca-Cola Beverages Africa does not accept agency resumes for roles that we post and make available. Please do not forward any resumes to any Coca-Cola Beverages Africa employees and Talent Teams as we are not responsible for any fees related to unsolicited resumes.