RTD Main Market Channel Manager

Diageo; Johannesburg; On-site; ZAR 200 000 - 300 000; Full time

Job summary

A global beverage company is seeking a professional to lead and grow the business in the Main Market channel in Johannesburg. You will develop channel strategies, drive executional excellence, and unlock volume growth for RTDs and other priority categories. The ideal candidate has a strong sales background in FMCG or alcoholic beverages and experience in developing channel strategies. This role is a fixed-term contract offering an opportunity to make a significant impact in a dynamic environment.

Qualifications

• Experience in sales or commercial roles in FMCG or alcoholic beverages.
• 3-5 years focused on the Main Market.
• Hands-on experience with distributors.

Responsibilities

• Define and lead the commercial strategy.
• Drive numeric distribution and visibility standards.
• Monitor key KPIs for performance tracking.

Skills

Sales experience

Channel strategy development

Market intelligence

Data analysis

Education

Degree in marketing or sales

Post Graduate Qualification

Job description

Overview

To lead and grow the business in the Main Market channel by developing channel strategies, driving executional excellence, and unlocking volume growth for RTDs and other priority categories.

Key Responsibilities

• Channel Strategy Development
  • Define and lead the Main Market commercial strategy aligned to brand, trade, and RTM priorities.
  • Identify channel opportunities by region, outlet type, brand and pack format.
  • Develop annual and quarterly action plans to drive volume, numeric distribution, cold availability, and visibility.
• Commercial Execution
  • Drive numeric distribution, cold availability, pricing, and visibility standards in key Main Market outlets.
  • Lead or support sales programs, promotions, and blitzes with the field force and RTM partners.
  • Ensure execution of the Perfect Store framework in high-opportunity Taverns, Counter-Serves and Bulk Breakers.
• Sales Team & Distributor Engagement
  • Work closely with sales teams and CP&A to activate commercial levers: Promotions, Bundles and Cold space initiatives.
  • Conduct joint market visits to monitor execution and gather market intelligence.
• RTD Category Development
  • Drive penetration and rotation of RTD brands in the Main Market.
  • Align with brand teams to roll out RTD-focused activations, sampling, and visibility campaigns.
  • Track consumer uptake and channel performance by brand/SKU.
• Insights & Performance Tracking
  • Monitor and report on key KPIs: Numeric distribution, Volume growth, Price Compliance, Cold Space, Outlet reach and Execution scorecards.
  • Use data and trade insights to refine strategies and inform investment decisions.

Qualifications and Experience

Qualifications

• Appropriate tertiary marketing and sales qualification – degree / diploma
• Suitable Post Graduate Qualification is desirable

Experience

• Solid background in sales, commercial, or trade marketing roles within fast-moving consumer goods or alcoholic beverages.
• At least 3–5 years focused on the Main Market.
• Hands-on experience working with distributors, sales reps, and RTM partners.
• Proven ability to mobilize field teams and drive execution through a hybrid RTM model (e.g., DSD, van sales, or 3rd-party agents).
• Demonstrated experience developing channel strategies, trade programs, or go-to-market plans targeted at township or informal outlets.
• Ability to localize national plans for regional or route-specific needs.
• Strong track record of in-market execution: driving numeric distribution, growing cooler placements, executing promotions, and activating new outlets.
• Comfort working on the ground, visiting outlets, and engaging with informal traders
• Experience in tracking and interpreting channel performance data (e.g. outlet call cycles, sales dashboards, POS deployment).
• Ability to turn insights into actionable plans to accelerate volume and reach.

Competencies

• Exposure to RTD category growth projects or innovations.
• Led or supported Main Market activations, such as roadshows, community events, or sampling campaigns.
• Experience with returnable pack strategy or cold chain execution in the informal trade.

Diversity and Inclusion

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and listened to, is a crucial part of this. We believe the most inclusive and diverse culture makes for a better business and a better world. We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the countries in which we operate and to reflect our broad consumer base.

Join us, and you'll be part of an organization that embraces diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of — and help build — an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more. And you'll help us champion inclusion and diversity across our entire business: with our employees, our suppliers, across our brands, and within the communities in which we operate.

Worker Type

Worker Type : Fixed Term Contract (Fixed Term)

Location

Primary Location: Waterfall

Additional Locations

Additional Locations :

Job Posting Start Date

Job Posting Start Date : 2025-10-29