TCC
The Coca-Cola Company
Manager Regional Wholesale at The Coca-Cola Company
KenyaFull TimeMid-Senior Level
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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  Â
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  Â
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:Â
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.