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Sales Representative: Top End Groceries at Coca-cola Beverages Malawi Limited

  • Full Time
  • Malawi
  • Salary: 00

Coca-cola Beverages Malawi Limited

Closing Date 2024/03/29
Reference Number CCB240320-6
Job Title Sales Representative: Top End Groceries (Malawi)
Job Category Commercial – Sales and Marketing
Company Coca-Cola Beverages Africa
Job Type Permanent
Location – Country Malawi
Location – Province Not Applicable
Location – Town / City Regional (Southern/Central/Northern)
Job Description Coca-Cola Beverages Malawi Limited (CCBML) has an exciting opportunity in our Commercial department. We are looking for agile talented individuals with relevant skills and experience for a Sales Representative role at our various regions across Malawi (Southern, Central and Northern). The successful candidate will report directly to the Key Accounts Manager. 

Key Purpose Statement

To deliver Volume and Revenue growth in relevant channels and to grow customer base and manage accounts

Key Duties & Responsibilities Main Responsibilities 

  • Connect weekly with Key Accounts Manager.
  • Support the Key Accounts Manager with regards to delivery, implementation and measurement of performance based on the business plans.
  • Support sales regions in development of capability in clear understanding of the channel strategy and execution criteria through regular trade visits, one on one interactions with customers and what their needs are.
  • Support the Key Accounts Manager in providing direction to sales force and regions.
  • Interaction with other Key Account Sales Representatives to deliver on the customer specific growth strategy.
  • Weekly and monthly meetings with Key Account Manager to determine promotional grids, review business performance and identify opportunities.

Key Outputs and Accountabilities

  • Account Development: Partner with key account customers to develop and execute a customer specific business plan
  • Monitor competitive activities
  • Quality Management: Ensure compliance to Quality Standards and Manage Trade Replacements
  • Promotions: Implement promotional plans
  • Report promotional deviances with Store Owners/Managers
  • Execute Promotional Compliance
  • Merchandising: Execute Implementation of Picture of Success by channel
  • Implement stock rotation
  • Execute dealer merchandising training
  • Order Generation: Sell in Core packs as per Picture of Success
  • Orders calculated and captured
  • Achieve Sales Targets
  • Manage New Product Listings
  • Manage volume and revenue growth on behalf of the bottler system by category for stills
  • Negotiates permanent, promotional, and adhoc space with customers
  • Executes quarterly (or as per agreement) business reviews by customer
  • Attends frequent trade visits to customer stores with relevant regional personnel
  • Understand pack margin and pack role per customer in order to optimise revenue growth
  • Utilise market research and analysis such as Nielsen, loyalty data etc. to formulate programmes and feedback to customer
  • Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation.
  • Builds personal relationships with customers through various interactions
  • Interacts at all levels within the organisation such as senior buyers, buyers, and clerks.
  • Problem solving and conflict handling/resolution.
Skills, Experience & Education Skills 

  • Microsoft Packages (Excel, Word, Outlook, PowerPoint etc.)

Judgement and decision making

  • Must be able to think on their feet and have swift resolution periods of 24 – 48hours.
  • Must be structured and be able to plan quarterly in advance to meet the annual targets.

Qualifications and Experience

  • 3-year Sales/ Marketing or equivalent Diploma/Degree
  • Business and Marketing acumen.
  • Ideally a minimum of 2 years previous sales experience or equivalent FMCG experience.


  • Product & Industry knowledge
  • Competitor insights
  • Strategic Thinker
  • Analytical Skills
  • Flexible
  • Resilient
  • Conflict handling ability
  • Good attention to detail
  • Customer focused & Service orientation.
  • Commercial/ Industry awareness
  • Excellent interpersonal skills / good motivational skills
  • An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.
  • Good negotiation skills when dealing with customers.
  • Ability to work under pressure.
  • Good presentations skills
  • Strong administration capabilities Basic Business Acumen
  • Intermediate Computer Skills
  • Merchandising
  • Revenue Management

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