Account Developer – Key Accounts

Job description

Closing Date 2026/03/24
Reference Number CCB260317-10
Job Title ACCOUNT DEVELOPER – KEY ACCOUNTS
Job Category Commercial – Sales and Marketing
Company Coca-Cola Beverages Zambia
Job Type Permanent
Location – Country Zambia
Location – Province Not Applicable
Location – Town / City Copperbelt
Job Description CCBAis 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-ColaBeveragesZambia(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: Account Developer – Key Accounts                                                                                                                                                                                                    Location: Lusaka                                                                                                                                                                                                                                                        Function: Commercial

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