Key Responsibilities:

Strategy and Leadership of Sales Function.

• Prioritize opportunities and lead the development and execution of the national sales strategy informed by the Commercial Excel team.
• Develop and update annual sales plans aligned with long-range planning.
• Lead and guide the sales team to meet and exceed performance objectives.
• Ensure effective sales operations & maintain excellent customer satisfaction through continuous improvement.

Implement Channel and Account Development Strategies.

• Execute a clear look of success to “win at the point of purchase” for key channels and accounts.
• Ensure effective POS communication with stakeholders.
• Support customer teams in implementing channel strategies and defining account priorities to drive development.

Ensure Value Creation through Effective Key Account and Local Customer Management.

• Lead activities with customer executive teams to understand values and maintain open communication.
• Negotiate contracts with customers and key accounts.
• Co-create annual business plans with customers.
• Develop and manage key customer processes.
• Implement category management across major retail chains.

Market Execution Excellence including Processes and Standards (SFA, SFE & RED).

• Implement standards and guidelines across channels and embed sales force effectiveness and automation.
• Monitor and manage Right Execution Daily (RED), and lead sales resource planning and merchandising.
• Implement the consumer assets principles for the execution of consumer events.
• Drive employee engagement through competitive remuneration, coaching, and training programs.

Development of CDE Strategy and Plan.

• Define a set of principles for investment priorities for Cold Drink Equipment (CDE) and lead the development of the CDE strategy, aligned to the OBPPC and RTM strategy.
• Oversee the management of CDE cost and operations.

Build a Demand Plan and enrich Statistical Forecast with the Impact of Marketing and Commercial Plans and Local Projections.

• Improve the balance between demand and supply plans, solve issues and align projections to meet sales plans according to production and sourcing capacity.

Manage the development and embedment of core capabilities in Sales force and 3rd Party Distributors.

• Ensure strong Sales Force capability development across all roles in the business.
• Develop the 3rd party Distributor Strategy, systems, enablers.in collaboration with HR, Finance and IT to develop the 3rd party Distributor capabilities driving cost, productivity, and customer service.

Measure the organization’s sales performance and put in place improvement plans to address issues.

• Identify trends and gaps and implement corrective actions.
• Manage commercials cost, Profit and Loss (P&L) performance.

• Must have a bachelor’s degree in finance, Marketing, Business Management or Economics with Post Graduate Qualification MBA or equivalent.
• 15-20 years of proven broad Sales experience at an executive level, with a preference in the FMCG industry and experience in multi categories operations.
• Extensive Management experience at senior level(s) and experience in developing and leading Commercial teams to achieve positive business results and/or customer objectives.
• Deep understanding of the beverage or FMCG market, competitors, and customer dynamics.
• Significant experience and/or exposure to the development and implementation of an effective sales strategy.
• Proven track record in delivering business result with an expansive commercial growth mindset.
• Experience in working within the complexities of the unique System economic.
• Must have demonstrated experience in leveraging core customer and commercial drivers – i.e. Sales, Commercial Execution, Capabilities and Revenue growth Management.
• Encourage continuous improvement, challenge individuals to exceed their potential while providing guidance and support for growth.
• Demonstrated ability to manage projects in a complex environment with multiple entities and stakeholders (KO, Group, Customers, Partners).
• Able to comprehend and comment on general macroeconomics.
• Knowledge of business and management principles involved in strategic planning, resource allocation, human resources management, leadership of change and business transformation, coordination of people and resources, etc.