Key Account Manager

Job Description

Coca-Cola Beverages Africa (CCBA) presents an exciting opportunity for a Key Account Manager, to join the Key Accounts team at CCBSA. The role will report to the Customer Manager.

CCBA is the 8th largest Coca-Cola authorised bottler in the world by revenue, and the largest on the continent. It accounts for over 40% of all Coca-Cola ready-to-drink beverages sold in Africa by volume. With over 14 000 employees in Africa, CCBA group services more than 800 000 customers with a host of international and local brands. CCBA group operates in 14 countries: South Africa, Kenya, Ethiopia, Uganda, Mozambique, Namibia, Tanzania, Botswana, Zambia, Eswatini, Lesotho, Malawi and the islands of Comoros and Mayotte.

Key Duties & Responsibilities

• Customer Business Plan Development & Execution: Devise, align, and implement annual Customer Business Plans that support volume, value, and market share growth and are aligned with brand and channel strategy.

• Cross-Functional Collaboration & System Alignment: Drive cross-functional alignment (Supply Chain, Trade Marketing, Sales, Finance, etc.) to support plan execution and ensure system-wide stakeholder engagement (e.g., bottlers, TCCC, Penbev).

• Customer Relationship & Strategic Partnership Management: Build and sustain strong, trust-based relationships with National/Regional customers to unlock long-term, mutually beneficial partnerships.

• Revenue & Margin Growth Management: Deliver against annual revenue and margin targets through pricing strategy, pack/channel mix optimization, and promotional execution.

• Category & Brand Execution Excellence: Drive category growth through consumer-centric campaigns, channel activation, and product execution aligned to the Occasion, Brand, Price, Pack framework.

• Market & Performance Analysis: Use market insights and customer performance metrics to identify growth opportunities and optimize promotional return on investment (ROI).

• New Product Launch & Portfolio Expansion: Ensure timely execution of product launches in key accounts, supported by tailored activation and trade promotions.

• Financial Governance & Account Compliance: Ensure accounts operate within agreed trading terms, pricing, credit, and compliance policies; resolve pricing claims and credit issues.

Functional Capabilities

• Strategic Account Planning

• Revenue Growth Management

• Cross-Functional Alignment

• Negotiation & Commercial Execution

• Promotional & Category Management

• Customer Relationship Development

• New Product Introduction (NPI) Execution

• Business Governance & Financial Controls

Skills, Experience & Education

Education

• A formal 3-year degree in Commercial or a related field.

• Post-graduate studies (e.g., a Master's in Business Administration) will be advantageous.

Experience

• 6 years in a Commercial or FMCG Sales environment.

• At least 2 years of managerial experience.

• Proven ability to manage high-value national accounts and cross-functional projects.

Skills

• Strategic Thinking & Commercial Acumen

• Advanced Negotiation & Influencing Skills

• Relationship Management & Stakeholder Engagement

• Data Analysis & Insight-Driven Decision Making

• Financial Literacy & ROI Optimization

• Project & Time Management

• Cross-Functional Team Leadership

• Business Communication & Presentation Skills

General

The advert has minimum requirements listed. Management reserves the right to use additional or relevant information as criteria for short-listing. Only applications submitted through the e-recruitment portal will be accepted.