Customer Category Specialist -Durban

The Coca-Cola Company; Durban; On-site; ZAR 200 000 - 300 000; Full time

Job summary

A leading beverage company is seeking a Customer Category Specialist in Durban. The ideal candidate will have 5–6 years of FMCG sales or marketing experience and a BCom or Marketing Degree. Responsibilities include developing growth strategies, conducting customer research, and enhancing sales team capabilities. Strong communication skills, category management expertise, and the ability to negotiate effectively are essential for this role. Excellent problem-solving skills will support innovative solutions in driving revenue growth.

Qualifications

• 5–6 years of relevant experience in FMCG sales, marketing, or category management.
• Strong analytical and creative problem-solving skills.
• Excellent communication skills to convey complex information clearly.

Responsibilities

• Develop and present bi-annual customer category opportunity mapping.
• Conduct in-depth customer and shopper research.
• Develop strategies that align with customer needs at points of purchase.
• Provide customers insights on category range and SKU rationalisation.
• Deliver capability-building insights to the sales team.
• Develop systems to track category performance and report findings.

Skills

Customer Relationship Management

Category Management Expertise

Sales Enablement and Coaching

Project Management

Negotiation Skills

Innovation and Problem-Solving

Education

BCom or Marketing Degree

Job description

Job title : Customer Category Specialist – Durban

Job Location : KwaZulu-Natal, Durban

Deadline : December 16, 2025

Job Description

Coca-Cola Beverages Africa (CCBA) presents an exciting opportunity for a Customer Category Specialist, to join the Category Development team at CCBA. The role will report to the Customer Marketing Manager in Midrand.

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

• Revenue Growth Identification and Execution: Develop and present bi‑annual customer category opportunity mapping to customers, identifying innovative solutions and revenue growth opportunities. Establish measurable goals and track progress against set targets, ensuring effective execution of growth strategies that result in tangible revenue increases for both the customer and the business.
• Customer and Shopper Research for Strategy Development: Conduct in‑depth customer and shopper research to uncover insights that provide clear opportunities for the customer within different categories. Collaborate with the Channel Development Managers, Customer Marketing Managers, and Sales teams to build actionable strategies and plans, directly contributing to optimised sales efforts and increased revenue.
• “Winning at the Point of Purchase” Strategy Development: Develop and track the look of success for category initiatives, with an emphasis on the channel strategy and its impact at the point of purchase. Analyse customer purchasing behaviour and create strategies that align with customer needs, ensuring maximum product visibility and sales performance at retail locations.
• Category Range, SKU Rationalisation, and Positioning Insights: Provide customers with valuable insights on category range, SKU rationalisation, and optimal product positioning. Leverage market intelligence and category data to help customers streamline their product offerings and improve shelf space utilisation, leading to increased sales and customer satisfaction.
• Capability Building and Sales Enablement: Deliver capability‑building insights to the sales team, enabling them to drive revenue growth through effective category management and customer engagement. Provide actionable recommendations and best practices to sales teams to enhance their effectiveness in executing category initiatives at the customer level.
• Tracking and Reporting Category Performance: Develop systems to track and evaluate specific category performance within customer accounts, identifying areas of opportunity or concern. Proactively recommend remedial actions and insights to improve category performance and ensure alignment with the broader business objectives, as well as providing regular reporting on the performance of trials, promotions, and other initiatives.

Skills, Experience & Education

Education

• BCom or Marketing Degree (preferred).

Experience

• 5–6 years of relevant experience in FMCG sales, marketing, or category management.
• Strong analytical and creative problem‑solving skills, with a focus on delivering practical solutions.
• Excellent communication skills with the ability to convey complex information in a clear, concise, and actionable manner.
• Deep understanding of the decision‑making processes within the FMCG industry, especially with respect to category management and customer relationships. Adaptability to dynamic market conditions and changing business needs.

Skills

• Customer Relationship Management: Strong interpersonal skills to build and maintain strategic relationships with key customers, ensuring alignment and collaboration to drive revenue growth.
• Category Management Expertise: Deep understanding of category management principles, including product assortment, SKU rationalisation, and category performance tracking, to optimise customer offerings and sales potential.
• Sales Enablement and Coaching: Ability to provide insights and guidance to sales teams, helping them understand category strategies and execute them effectively in the field.
• Project Management: Strong organisational and time‑management skills to coordinate cross‑functional initiatives, track performance, and ensure timely execution of category projects and customer‑specific innovations.
• Negotiation Skills: Effective negotiation abilities to secure favourable outcomes with customers, ensuring mutually beneficial agreements while aligning with business goals.
• Innovation and Problem‑Solving: Creative thinking and a proactive approach to problem‑solving, enabling the development of innovative solutions that drive success at the point of purchase and beyond.