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) presents an exciting opportunity for the Account Developer – Key Accounts to join the Commercial team. The role will report to the Manager Key Accounts.

Role Purpose

The Account Developer – Key Account’s purpose is to achieve sales and market share growth, develop strong customer relationships, ensure execution excellence, and manage promotional activities and quality standards to drive mutual growth and high customer satisfaction.

Key Duties & Responsibilities

• Sales & Market Share Growth: Achieve agreed-upon sales targets, drive market penetration, and grow sales volume for core packs
• Customer Development: Build strong service levels and relationships with customers to support mutual growth and high customer satisfaction
• Execution Excellence: Achieve rigorous execution in each outlet based on company standards, ensuring high compliance with the Picture of Success and sales routines
• Promotional and Quality Management: Implement promotional activities and ensure stock rotation, compliance with quality standards, and trade replacements are well-managed.

Key Behaviour Indicators

• Sales Volume vs Target
• Revenue vs Target
• Outlet Volume Growth
• Activated Customers Growth
• Net Promoter Score - NPS
• RED Scores
• RED & PDA adherence
• Strike rate and call adherence
• Asset verification.

Skills, Experience & Education

Education

• A formal qualification in Marketing, Sales, or equivalent would be advantageous

Experience

• 2 years sales experience within the FMCG sector, ideally managing customer accounts and driving volume growth
• Familiarity with Route-to-Market (RTM) principles and business frameworks
• Understanding of customer relationship management, including driving revenue and volume growth in key accounts
• Experience with digital sales platforms and tools (e.g., SFA) to optimize sales and manage customer data.

Skills

• Basic understanding of customer business drivers to convert into sales opportunities
• Ability to build collaborative and constructive relationships with customers, fostering trust and loyalty
• Advanced selling and negotiation skills to drive sales across a variety of customer accounts
• Proven ability to negotiate terms of trade with customers, ensuring mutually beneficial agreements
• Able to calculate orders, assess stocking requirements, and present a strong profit story to customers
• Demonstrates an ability to execute sales routines and achieve company standards with high precision
• A relentless drive to exceed sales targets, maintain competitive focus, and seek out new opportunities
• Competence in using digital tools to manage sales data, track performance, and ensure seamless communication with customers
• Physically fit and capable of maintaining a high level of energy and mobility while managing sales routes

General

Functional Capabilities

• Sales execution
• Market penetration
• Customer relationship building and management
• New business development
• Asset management
• Digital competency

• Sales & Market Share Growth: Achieve agreed-upon sales targets, drive market penetration, and grow sales volume for core packs
• Customer Development: Build strong service levels and relationships with customers to support mutual growth and high customer satisfaction
• Execution Excellence: Achieve rigorous execution in each outlet based on company standards, ensuring high compliance with the Picture of Success and sales routines
• Promotional and Quality Management: Implement promotional activities and ensure stock rotation, compliance with quality standards, and trade replacements are well-managed.

• Basic understanding of customer business drivers to convert into sales opportunities
• Ability to build collaborative and constructive relationships with customers, fostering trust and loyalty
• Advanced selling and negotiation skills to drive sales across a variety of customer accounts
• Proven ability to negotiate terms of trade with customers, ensuring mutually beneficial agreements
• Able to calculate orders, assess stocking requirements, and present a strong profit story to customers
• Demonstrates an ability to execute sales routines and achieve company standards with high precision
• A relentless drive to exceed sales targets, maintain competitive focus, and seek out new opportunities
• Competence in using digital tools to manage sales data, track performance, and ensure seamless communication with customers
• Physically fit and capable of maintaining a high level of energy and mobility while managing sales routes

• A formal qualification in Marketing, Sales, or equivalent would be advantageous
• 2 years sales experience within the FMCG sector, ideally managing customer accounts and driving volume growth
• Familiarity with Route-to-Market (RTM) principles and business frameworks
• Understanding of customer relationship management, including driving revenue and volume growth in key accounts
• Experience with digital sales platforms and tools (e.g., SFA) to optimize sales and manage customer data.