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Job description / Role
The main responsibility of the role is to lead the GT sales team in delivering on sales fundamentals of volume and revenues growth ahead of Market, execution and activation and people leadership, thus achieving monthly and annual value, volume, execution, financial set targets. Responsible of developing and leading the sales team to deliver on targets in sustainable way. Other responsibilities include: Develop and implement strategies and tactics to maintain and develop the overall performance the sales teams including active sales coaching across all channels aligning with key stake holders across different functions.
Requirements
Operational Leadership
• Build and execute channel roadmaps for traditional/general trade customers including OBPPC, RTM, Category & FOS plans and outlet investments
• Create a distribution roadmap based on the FMCG outlet universe & based the current penetration the general trade channels
• Execute outlet segmentation using principles of dynamic segmentation
• Execute category and channel marketing calendar
• Participate in S&OP process
• Drive Asset Management& Control and create a plan to maximize results from Sales Generating Assets (SGA)
• Review and Improve Sales Productivity and Efficiency
• Guide the development of training programs, and track the status of skill and capability building in the team
• Drive innovation based on customer and consumer feedback working with the commercial team
• Execute portfolio management in alignment with RGM strategies
• Drive & Achieve Key KPIs including Market Share, Numeric Distribution Margins & Profitability, Debtor Days, Financial Management
• Drive & take ownership of volume and revenues growth, balance Revenue & Volume
• Make optimum use of DFR and DME budgets to drive business goals.
• Develop working knowledge of the finance processes to ensure appropriate governance.
• Drive value through data-driven approaches resulting in financial results
• Manage Account Receivables and DSO, limit and control bad debts.
• Demonstrate leadership in building an inclusive culture/workplace
• Cascade the business plan/targets across the entire function
• Drive engagement and culture building in the team and ensure retention of talent
• Develop succession plan for critical positions within the function and development of people in the succession plan
• Sets KRAs for his team, makes regular reviews and work on team’ IDPs
About the Company
The Coca-Cola Company (TCCC) is the world's largest beverage company, refreshing consumers around the world for over 137 years. Our unrivaled portfolio includes more than 500 sparkling and still brands and more than 3,800 beverage choices, with iconic brands such as Coca-Cola, Sprite, Fanta, Costa Coffee, Monster, Powerade, Minute Maid, Nutri Boost, and Schweppes.
The Coca-Cola Bottling Investments Group (BIG) is TCCC’s global bottling arm whose operations are primarily focused on markets in Asia and the Middle East, covering 13 countries with 45 plants and over 38,000 employees, serving 1.8 billion consumers. BIG has evolved over the years and the future is exciting — it is currently regarded as a world-class bottler and a role model for system alignment, with many years of experience winning in the market and developing talent and innovations in the countries where it operates.
The Gulf Coca-Cola Beverages (GCCB) is a bottling company of The Coca-Cola Company and the Gulf Cooperation Council (GCC) region. The joint venture operates in four (4) countries namely, Bahrain, Oman, Qatar, and the United Arab Emirates (UAE). The company produces and distributes a variety of non-alcoholic beverages under the Coca-Cola brand in the Gulf region. It is a place where you can make a positive mark on the world. Whether through our sustainability initiatives, human rights work, or the ripple economic impact each person creates by simply doing their job well, there are endless opportunities to build shareholder value and make an impactful contribution to many communities.