Regional Sales Manager

Coca-Cola Beverages Africa (CCBA) is seeking experienced Regional Sales Managers to join their dynamic team in Kenya. This is an exciting opportunity to work with the largest African Coca-Cola bottler, accounting for 40% of all Coca-Cola volumes on the continent. As a market leader in the non-alcoholic ready-to-drink (NARTD) industry, CCBA employs approximately 18,000 people across Africa.

Company Overview

Coca-Cola Beverages Africa is the dominant force in Africa’s beverage industry with an extensive footprint across the continent. Their commitment to excellence and innovation has established them as the market leader in the non-alcoholic ready-to-drink sector. The company’s success is built on strong leadership, strategic market development, and exceptional customer service.

Regional Sales Manager Role Purpose

The Regional Sales Manager will be responsible for delivering volume and revenue growth by effectively managing the Sales & Marketing team, implementing business plans, and ensuring Customer Service Excellence across their assigned region.

Key Responsibilities of the Regional Sales Manager

Sales Leadership & Performance

• – Lead regional sales force to ensure superior sales execution across the territory
• – Take full ownership of regional P&L accountability and performance delivery
• – Monitor and review Sales & Marketing performance metrics
• – Guide, support, and coach sales team members to address performance gaps
• – Manage sales resource planning and merchandising operations
• – Drive market share growth initiatives within allocated region

Strategic Implementation

• – Develop and embed sales force effectiveness & automation capabilities
• – Implement effective customer segmentation strategies and toolkits
• – Ensure proper RED management including systems tracking and contractor SLA compliance
• – Manage cold drink equipment requirements and placement strategy
• – Drive transformation of Route-to-Market (RTM 2.0) implementation and digitization
• – Lead key commercial process improvement projects

Customer Relationship Management

• – Support frontline staff in building strong customer relationships
• – Identify business growth opportunities that sales staff may have missed
• – Develop and implement account-specific programs and promotions
• – Allocate execution resources (POS/coolers/promotional materials) for maximum return
• – Monitor competitor activities and develop response tactics
• – Ensure effective implementation of local and national promotions

Team Leadership

• – Drive Sales & Marketing strategies transformation within the allocated region
• – Champion people needs to ensure engagement and productivity
• – Apply business acumen to transform sales challenges into opportunities
• – Think strategically with consideration for long-term impacts
• – Display agility in plan formulation and adaptation to change
• – Build enthusiasm and motivate salespeople to succeed
• – Develop team skills through ongoing training, coaching, and development
• – Support engagements with local governments as defined by the CCBA Engagement Plan

Requirements for the Regional Sales Manager Position

Education

• – 4-year Degree in Sales and Marketing or relevant field
• – Post Graduate Certification/Qualification in Sales and Marketing (added advantage)

Experience

• – 12 to 14 years’ experience in fast-paced Sales & Marketing
• – At least 7 years in an FMCG environment
• – Proven track record leading diverse and remote teams
• – Demonstrated success in P&L management and sales execution

Skills & Competencies

• – Strong leadership abilities with excellent coaching skills
• – Strategic thinking and business acumen
• – Ability to analyze market data and translate insights into action plans
• – Experience with sales force automation and digital tools
• – Exceptional relationship management skills
• – Adaptability and resilience in handling continuous change
• – Budget formulation and management expertise

Why Join Coca-Cola Beverages Africa as a Regional Sales Manager?

As a Regional Sales Manager at CCBA, you’ll have the opportunity to make a significant impact on one of Africa’s most recognizable brands. You’ll lead teams across diverse markets, develop innovative sales strategies, and contribute to the growth of a market leader in the beverage industry.

Interested candidates who meet the requirements for this Regional Sales Manager position should apply with reference number CCB250407-2.