Area Sales Manager – Wholesale

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.

• 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

• 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

• Customer collaboration and planning
• Performance monitoring and management
• Customer relationship management
• Credit and financial management
• Product quality management