Background

CCBA is the 8th largest Coca-Cola bottling partner in the world by revenue, and the largest on the continent. It accounts for over 40% of all Coca-Cola products sold in Africa by volume. With over 18,000 employees in Africa, CCBA services more than 735,000 customers with a host of international and local brands. CCBA operates in 14 countries, including its six key markets of South Africa, Kenya, Ethiopia, Uganda, Mozambique, and Namibia, as well as Tanzania, Botswana, Zambia, the islands of Comoros and Mayotte, Eswatini, Lesotho, and Malawi.

Coca-Cola Beverages Zambia (CCBZ) invites suitably qualified and high-performing professionals to apply for the position of Area Sales Manager: Wholesale.

ROLE DETAILS

Role: Area Sales Manager: Wholesale

Function: Commercial

Location: Zambia

Closing Date: 24th September 2026

Purpose

The Area Sales Manager: Wholesale’s purpose is to achieve revenue growth, ensure execution excellence, maintain operational efficiency, preserve product quality, and support team collaboration to drive business growth and effective in-store execution.

Key Duties & Responsibilities

Revenue and Sales Growth : Achieve revenue growth by managing and executing strategic sales plans in collaboration with Wholesale customers

Execution Excellence : Ensure customer adherence to trading terms, agreements, and the Look of Success (LOS) execution guidelines, whilst building strong customer relationships to foster business growth

Operational Efficiency : Ensure efficient distribution, aligned to demand planning, by managing truck Turn-Around-Time (TAT) and product flow across the Wholesale network

Product Quality Maintenance : Ensure that Wholesale customers maintain optimal stock management practices, preserving product quality and ensuring that stock meets trading standards

Team Collaboration : Support cross-functional team initiatives, ensuring alignment with the Wholesale strategy and driving effective in-store execution and promotional activities

KBI

Revenue growth

Margin growth

Volume growth

Net Promoter Score -NPS

Trade execution KPIs

Skills, Experience & Education

Education

Bachelors’ degree Sales & Marketing, Business Administration or equivalent. A Masters will be an added advantage

Experience

6-8 years of management experience in Sales within a FMCG environment

Knowledge of sales trends, customer needs, and market dynamics

Proven success in managing sales targets and driving revenue growth, with an understanding of the Wholesale channel and business environment

Skills

Strong focus on understanding customer needs and delivering exceptional service to build long-term partnerships

Proven ability to negotiate favorable terms with Wholesale customers, ensuring alignment with business growth objectives

Well-developed interpersonal skills to build strong, collaborative relationships with customers and internal stakeholders

Ability to navigate and resolve conflicts effectively, ensuring productive relationships and continued business growth

Strong analytical skills to evaluate customer performance, sales trends, and market conditions, driving strategic decision-making

Excellent communication skills to engage with customers and internal teams, presenting data and insights clearly and persuasively

Self-starter with high levels of initiative, capable of working independently without direct supervision

Strong leadership abilities to coach and mentor team members, ensuring high-quality work and performance

Well-developed problem-solving skills, with the ability to make informed decisions that support business objectives

Ability to coordinate and align cross-functional teams to support the Wholesale strategy

General

Functional Capabilities

Customer collaboration and planning

Performance monitoring and management

Customer relationship management

Credit and financial management

Product quality management

• Achieve revenue growth by managing and executing strategic sales plans in collaboration with Wholesale customers
• Ensure customer adherence to trading terms, agreements, and the Look of Success (LOS) execution guidelines, whilst building strong customer relationships to foster business growth
• Ensure efficient distribution, aligned to demand planning, by managing truck Turn-Around-Time (TAT) and product flow across the Wholesale network
• Ensure that Wholesale customers maintain optimal stock management practices, preserving product quality and ensuring that stock meets trading standards
• Support cross-functional team initiatives, ensuring alignment with the Wholesale strategy and driving effective in-store execution and promotional activities

• Strong focus on understanding customer needs and delivering exceptional service to build long-term partnerships
• Proven ability to negotiate favorable terms with Wholesale customers, ensuring alignment with business growth objectives
• Well-developed interpersonal skills to build strong, collaborative relationships with customers and internal stakeholders
• Ability to navigate and resolve conflicts effectively, ensuring productive relationships and continued business growth
• Strong analytical skills to evaluate customer performance, sales trends, and market conditions, driving strategic decision-making
• Excellent communication skills to engage with customers and internal teams, presenting data and insights clearly and persuasively
• Self-starter with high levels of initiative, capable of working independently without direct supervision
• Strong leadership abilities to coach and mentor team members, ensuring high-quality work and performance
• Well-developed problem-solving skills, with the ability to make informed decisions that support business objectives
• Ability to coordinate and align cross-functional teams to support the Wholesale strategy

• Bachelors’ degree Sales & Marketing, Business Administration or equivalent. A Masters will be an added advantage
• 6-8 years of management experience in Sales within a FMCG environment
• Knowledge of sales trends, customer needs, and market dynamics
• Proven success in managing sales targets and driving revenue growth, with an understanding of the Wholesale channel and business environment