On-Trade Account Manager at Coca-Cola

Reference ID: req33316
Location: Ebute Metta, Lagos
Team: Sales

Responsibilities

• Manages Key On-Trade Customers at volume, NSR & Net Contribution level-achievement of all critical KBIs (NSR, financials, RED, etc.).
• Develop, implement & evaluate key on-trade customer plans
• Generate Customer Insight & Analysis
• Support On-Trade outlet segmentation (Gold, Silver, Bronze) through the team
• Negotiate and manage On-Trade Agreements
• Develop Tailor-made Sales Drivers Activities (Visibility, Distribution, Persuasion, Quality, Price)
• Develop & Monitor On Trade Agreements by status report per activator, area, region
• Control invoices of promos, tailor made, POS regarding On Trade Agreements.
• On-route coaching & feedback direct reports and FS Ho.Re.Ca team
• Drive On Trade Activation strategy in the market (customer negotiations, leading at peer level & upwards)
• Develop annual business plan for On Trade Activation and relevant key customers
• Significant contribution in the development of the monthly activity plan with Customer Marketing team.
• Set performance management routines with own team, FS & wholesale teams to review account plans progress.
• Build alliances with key cooperating departments through common routines (FS, Ho.Re.Ca, wholesales, customer marketing)
• Exploit all opportunities in the market through the team for maximizing results.

Education & Experience

• University Degree ideally Business related (i.e., Sales, Marketing, etc.).
• Minimum of 6 years of proven operational track record in Sales / Commercial.
• Minimum of 4 years of managerial experience, preferably in a large manufacturing company.
• On Trade Activation experience.
• Overall commercial understanding.

Do You Have These Skills?

• Customer Centric oriented.
• Listens actively and challenges processes and structures.
• Sound Sales / Commercial related operational knowledge, complete value-chain system knowledge including TCCC.
• MS Word / Excel / Power Point user
• Financial acumen & resources management
• Selling & negotiation with large customers
• Operational planning & performance management
• Analytical thinking & synthesis to drive decision making
• Communication (oral, written, presentations, influencing).
• Building successful & mutual benefit relationships.
• Good project management skills.