Sales Coach and Merchandising Manager

Coca-Cola Beverages Africa; Polokwane; Sur place; ZAR 900 000 - 1 200 000; Plein temps

Résumé du poste

Coca-Cola Beverages Africa in Limpopo seeks a Sales Coach and Merchandising Manager to lead regional sales execution and coaching, while driving merchandising excellence across channels.

The role partners with Sales, Trade Marketing and external merchandisers to improve capability, execute at high standards, and manage budgets. A 3-year degree, 5+ years in sales/coaching, and a Code 08 license are preferred.

Qualifications

• Must have 3-year diploma/degree in marketing, sales or business.
• Experience in sales management or coaching roles (5+ years).
• Valid Code 08 driver's license.
• Proficient in MS Office and digital tools.
• People management and strong coaching capability.

Responsabilités

• Lead regional execution and instill core sales disciplines to enhance market performance.
• Drive in-field coaching to improve skills and trade effectiveness.
• Monitor KPI tracker, audits, and reporting to ensure compliance.
• Design, deliver and track training solutions based on business needs.
• Lead the regional merchandising strategy and ensure alignment with brand objectives.

Connaissances

Sales Coaching

Training Design

Performance Management

Stakeholder Engagement

Data Analysis

Budget & Planning

Customer Centricity

Communication

Formation

3-year Diploma/Degree in Marketing, Sales, or Business

Outils

MS Office

Description du poste

Role Purpose

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Coca-Cola Beverages Africa (CCBA) presents an exciting opportunity for a Sales Coach and Merchandising Manager, to join the Limpopo team at CCBA. This role will report to the Country Lead: RTM.

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 Purpose

Are you passionate about developing high-performing sales teams and driving flawless execution in the market? This role is responsible for building sales capability, coaching frontline teams, and leading merchandising excellence across the region to deliver superior commercial results. The Sales Coach and Merchandising Manager partners closely with Sales, Trade Marketing, and third-party merchandising teams to ensure best-in-class execution, visibility, availability, and customer service standards across all channels.

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Key Duties and Responsibilities

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Key Outcomes

• Execution and Sales Discipline Implementation: Lead regional execution and instill core sales disciplines to enhance market performance and trade visibility.
• Field Coaching & Capability Building: Drive in-field and classroom coaching to improve skill indices and trade effectiveness.
• Key Performance Indicator (KPI) Management: Monitor the KPI tracker implementation, conduct audits, track action plans, and ensure timely reporting and compliance.
• Training Strategy & Calendar Execution: Design, deliver, and track customized and generic training solutions based on business needs and training needs analysis.
• Performance & Skills Tracking: Utilize tools to measure skills, monitor training impact, and maintain skill-level trackers and regional training records in partnership with HR/L&D.
• Best Practice Sharing & Motivation Initiatives: Facilitate best practice communication across units, motivate teams through skill-building initiatives, and track budgeted training spends.
• Merchandising Excellence & Customer Service Delivery: Lead the execution of the regional merchandising strategy in alignment with national priorities, trade standards, and execution models. Maintain high service levels through proactive trade engagement, feedback loops, and implementation of innovative solutions to address merchandising challenges. Foster strong internal stakeholder relationships (e.g., Sales, Trade Marketing) to drive alignment and flawless execution of merchandising standards.
• SLA Compliance & Vendor Management: Manage third-party merchandising service providers (e.g., DDK), ensuring full compliance with SLAs, performance expectations, and contractual obligations (including annexures and PMOs). Address service delivery issues promptly through structured engagement and escalation processes, driving corrective actions to maintain execution quality.
• Budget & Capability Management: Monitor and manage regional merchandising budgets and ensure spend is aligned with volume analysis, trade priorities, and ROI benchmarks. Identify capability gaps within internal merchandising teams and external vendors; facilitate ongoing training and support to ensure consistent, high-quality execution.
• Merchandising Model Implementation & Tracking: Effectively roll out and monitor the execution of the merchandising strategy across channels and touchpoints, ensuring alignment with brand and commercial objectives.
• Master Data & Routine Management: Manage and maintain the merchandiser master data to ensure data accuracy and KPI compliance. Manage internal and external social systems, routine meetings, and contact sessions.
• Talent Development and Team Leadership: Lead and develop teams through goal-setting, coaching, and performance management. Cascade organizational goals effectively to regional teams to ensure alignment.
  
  

KBI

• Coaching Coverage (%): % of team members receiving coaching per plan/calendar.
• RED Compliance (%): % of outlets meeting core execution standards (e.g., visibility, availability, activation).
• iRED/CLI Score: Composite measure of in-trade execution quality.
• Call Frequency Adherence (%): % adherence to planned customer calls.
• Cost Management
• Net Sales Revenue
• Merchandising Budget
• Execution Score (RED, PDA Compliance)
• Merchandising Adherence (Percentage: Cooler Scanning, Log-In and Timing, Outlets)
• Merchandising SLA Compliance

Functional Capabilities

• Strategy Alignment & Execution Support
• Capability Building & Skills Development
• Field Coaching & Discipline Enforcement
• Performance Diagnosis & Targeted Interventions
• Training Program Management
• Tracking and Reporting
• Implement and Track the Merchandising Model
• Merchandising Budget Control
  
  

Skills and Experience and Education

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Education

• 3-year Diploma/Degree in Marketing, Sales, or Business

Experience

• 5 years in Sales Management or Coaching roles
• Proven experience in capability building, preferably in FMCG or a highly execution-focused environment
• Valid Code 08 Driver's License
• Proficient in MS Office and relevant digital tools
• People management

Skills

• Sales Coaching & Training Design
• Performance Management
• Strong organisational skills
• Financial Acumen
• Stakeholder Engagement
• Data Analysis & Reporting
• Project & Resource Planning
• Negotiation & Conflict Management
• Customer Centricity
• Effective communication
  
  

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General

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Internal Candidates must submit a fully approved application form (signed off by the Line Manager and HR) to the talent acquisition specialist before the closing date.