Effectively manage National and Key Accounts and its Regions on behalf of The Coca-Cola Company and its Bottlers, in South Africa, aligned to the business strategy to support volume and value growth.
Level of interaction within and outside of the company as well as the nature and purpose of the interaction
Ensure cross-functional (e.g., operations, Supply Chain, Finance, Trade Marketing, Category teams, Analysts, regions, etc.) alignment to support deliverables of the Customer Business Plan. Collaborate and liaise with National and/or Regional Account customers on an ongoing basis, as a representative of the Coca-Cola company, to drive mutual business growth. Builds personal relationship with customer through various interactions such as charity sports days; customer conference participation; corporate golf days; host at local and international conferences and sporting occasions. Ongoing interaction with Monster and the The Coca-Cola Company (TCCC) to ensure alignment to the Customer Business Plan and opportunities that drive return on investment. Penbev to ensure system alignment. Key Duties & Responsibilities Seek and identify strategic partnership opportunities within key accounts to drive revenue growth. Manage margin and revenue growth in National Accounts as per agreed annualised value and volume targets by applying the Occasion, Brand, Price, Pack, and Channel execution framework optimally, aligned to the business strategy. Devise the annual Coca-Cola system Customer Business Plan, aligned to the Channel and Brand plan. These plans incorporate the strategic direction for the coming year and addresses programme by pack and category. Monitor the ongoing performance of the Customer Business Plan and optimise plans to support value growth and market share gains. Ensure key internal and external stakeholders (e.g. bottlers, The Coca-Cola Company and customers) across the Coca-Cola system is aligned to the Customer Business Plan and the execution thereof. Negotiate and ensure the execution of Customer trading terms, aligned to the business’ strategic intent, and take corrective action where necessary to deliver optimal return on investment. Ensure cross-functional (e.g. operations, supply chain, trade marketing, category teams, analysts, regions, etc.) alignment to support deliverables of the Customer Business Plan. Revenue growth management within the beverage category through the implementation of optimal promotion, execution and brand campaigns in order to drive value share gains. Identify category market opportunities and collaborate with internal and external stakeholders to capture opportunities that enable optimal return on investment. Manage and build Customer relationships by collaborating with National and/or Regional Account Customers on an ongoing basis, as a representative of the Coca-Cola company, to drive mutual business growth. Utilise market research to devise, negotiate and implement campaigns that drive performance aligned to Key Performance Indicators (KPIs) of National and/or Regional Account Customers. Ensure compliance to corporate governance protocols to drive good corporate governance. Implement and launch New Product listings and support it through promotional activities within National Account Customers. Understand the Customer dynamics, systems or software solutions and drive systematic business alignment to deliver optimal collaboration. Collaborate with internal support functions (e.g. Pricing, Finance, Supply Chain, Credit, Category, etc.) to better service customers and drive operational excellence. Ensure Accounts are in an optimal financial position, which may include the resolution of pricing claims. Skills, Experience & Education A formal 3-year Commercial, or equivalent, degree. Post Graduate studies (e.g. a Masters in Business Administration) will be advantageous. 6 years’ experience within a Commercial environment and 2 years’ managerial experience. Key account management experience will be advantageous. General
Action Oriented
Enjoys working hard; is action oriented and full of energy for the things he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.
Approachability
Is easy to approach and talk to; spends the extra effort to put others at ease; can be warm, pleasant, and gracious; is sensitive to and patient with the interpersonal anxieties of others; builds rapport well; is a good listener; is an early knower, getting informal and incomplete information in time to do something about it.
Business Acumen
Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
Comfort Around Higher Management
Can deal comfortably with more senior managers; can present to more senior managers without undue tension and nervousness; understands how senior managers think and work; can determine the best way to get things done with them by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive.
Composure is Cool Under Pressure
does not become defensive or irritated when times are tough; is considered mature; can be counted on to hold things together during tough times; can handle stress; is not knocked off balance by the unexpected; doesn’t show frustration when resisted or blocked; is a settling influence in a crisis.
Conflict Management
Steps up to conflicts, seeing them as opportunities; reads situations quickly; good at focused listening; can hammer out tough agreements and settle disputes equitably; can find common ground and get cooperation with minimum noise.
Customer Focus
Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Functional or Technical Skills
Has the functional and technical knowledge and skills to do the job at a high level of accomplishment.
Innovation Management
Is good a bringing the creative ideas of others to market; has good judgment about which creative ideas and suggestions will work; has a sense about managing the creative process of others; can facilitate effective brainstorming; can project how potential ideas may play out in the marketplace.
Listening Practices
Attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.
Negotiating
Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Presentation Skills
Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group processes during the presentation; can change tactics midstream when something isn’t working.
Drive For Results
Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.
Strategic Agility
Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can articulately paint credible pictures and visions of possibilities and likelihoods; can create competitive and breakthrough strategies and plans.
Written Communications
Is able to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.