Country Lead – Wholesale

Coca-Cola Beverages Zambia (CCBZ) invites suitably qualified and high-performing professionals to apply for the position of Country Lead: Wholesale. The role reports to the Director Sales.

 ROLE DETAILS

JOB PURPOSE

The Country Lead: Wholesale’s purpose is to drive sales and revenue growth, ensure execution excellence, build strong customer relationships, maintain financial integrity, oversee operational efficiency, assure product quality, and develop a high-performing team to achieve mutual business growth and effective collaboration.

• Sales and Revenue Growth : Drive revenue and sales growth by executing national strategies, aligned with the Wholesale channel strategy, through customer collaboration, effective execution, and strong adherence to trading terms
• Execution Excellence : Ensure national compliance with trading terms, contracts, and LOS execution standards, driving volume and revenue growth through consistent and effective execution
• Customer Engagement and Relationship Management : Build and maintain strong, long-term relationships with national Wholesale customers, driving mutual business growth through effective collaboration and planning
• Financial Integrity : Ensure the Wholesale customer base adheres to credit terms and manage risk whilst facilitating growth through effective credit management
• Operational Efficiency : Oversee efficient product distribution and ensure alignment between customer demand and supply chain capabilities
• Product Quality Assurance: Ensure product quality is maintained across all Wholesale channels through proper stock management practices and adherence to First-In-First-Out (FIFO) principles
• Leadership and Team development : Build, lead and develop a high-performing Wholesale team by providing mentoring and coaching to drive accountability, improve performance and foster collaboration across functions

QUALIFICATIONS

• Bachelor’s degree in Marketing, Business, or a related field
• Postgraduate qualification would be advantageous

EXPERIENCE

• 12+ years of relevant experience in national sales or channel management, with a proven track record in leading Wholesale channels within the FMCG sector
• Demonstrated success in leading national sales strategies and achieving revenue growth targets
• In-depth knowledge of the Wholesale market, including customer behavior, market dynamics, and competitive landscape

SKILLS & COMPETENCIES

• Ability to translate business strategy into actionable national Wholesale channel plans
• Strong tactical problem-solving skills to address channel challenges, align resources, and achieve business goals
• Excellent customer service skills to build long-term, productive relationships with Wholesale customers
• Strong negotiation skills to secure favorable trading terms and agreements at a national level
• Proven ability to lead national teams and collaborate effectively with cross-functional stakeholders
• Deep understanding of financial management, including credit management, gross margin control, and revenue optimization
• Ability to analyze customer and channel performance data, identify opportunities for growth, and optimize business plans
• Excellent communication and interpersonal skills to influence internal and external stakeholders
• Strong focus on operational efficiency, ensuring alignment with Supply Chain, Distribution, and Demand Planning