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Channel Specialist Traditional Trade at The Coca-Cola Company
The Coca-Cola Company
August 29, 2026
Full-time
On-site
Job Description
Coca-Cola Beverages Africa(CCBA) presents an exciting opportunity for a Channel Specialist: Traditional Trade to join the Midrand team in CCBSA. The role will report to the Country Lead.
Key Duties & Responsibilities
Key Outcomes:
Route to Market Strategy & Execution: Develop, maintain, and track the Route to Market (RTM) strategy. Manage Local Distribution Partner (LDP) Strategic Distributor (SD) and wholesale third-party structures and models. Implement channel-specific execution strategies aligned with business goals. Work closely with Regional Commercial teams and Route to Market teams to support execution capability and training.
Brand, Pack, Price & Promotion: Track and analyze pricing performance to identify areas for improvement. Monitor competitor brand, packs, and pricing by category and adjust the BPPC strategy accordingly. Use shopper and consumer insights to recommend improvements to local trade marketing plans. Share insights and knowledge to influence and implement national promotional activity. Develop bespoke regional promotional activities and campaigns with marketing teams.
Trade Activation & Performance Monitoring: Track in-trade activation, promotion execution, and local customer engagement effectiveness. Monitor and report on key performance indicators, including volume growth, compliance, and RED metrics. Provide regional feedback and recommendations to optimize Local and Traditional channel plans.
Thought Leadership & Influence: Establish self as a trusted source of sales capability knowledge within the Local and Traditional channels. Share trade insights with key stakeholders to inform strategic decisions. Provide influential leadership with regional and own teams to drive execution of strategy.
Functional Capabilities:
Trade Promotion & Activation Management
Management Performance Analysis & Reporting
Customer Engagement Support
Cross-Functional Collaboration
KBI:
Nett Sales Revenue: R14 Billion
Customer Loyalty Index (CLI): As determined by business plan
Sparkling Soft Drinks (SSD) Value Share: As determined by business plan
Still Value Share: As determined by business plan
RED Execution: As determined by business plan
Channel Price Compliance: As determined by business plan
Discount Spend: 7% (L&T) and 9% (Wholesale) of NSR
Customer Rewards Programme Participation: : As determined by business plan
Talent Management Excellence and Pipeline: As per business plan and framework
Skills, Experience & Education
Education
Bachelor's degree in Sales, Marketing, Business or related field
Postgraduate qualification is advantageous
Experience
5 years in sales roles, including 5 years of managerial experience in FMCG
Channel management experience, specifically in Wholesale and/or Local & Traditional channels, is highly advantageous
Skills
Strategic Thinking & Business Planning
Trade Marketing & Execution Planning
Customer & Stakeholder Management
Data Analysis & Performance Reporting
Commercial Acumen & Negotiation
Communication & Presentation Skills
Project Management
Sales Capability Development
Deadline:1st September,2026
Coca-Cola Beverages Africa(CCBA) presents an exciting opportunity for a Channel Specialist: Traditional Trade to join the Midrand team in CCBSA. The role will report to the Country Lead.
Key Duties & Responsibilities
Key Outcomes:
Route to Market Strategy & Execution: Develop, maintain, and track the Route to Market (RTM) strategy. Manage Local Distribution Partner (LDP) Strategic Distributor (SD) and wholesale third-party structures and models. Implement channel-specific execution strategies aligned with business goals. Work closely with Regional Commercial teams and Route to Market teams to support execution capability and training.
Brand, Pack, Price & Promotion: Track and analyze pricing performance to identify areas for improvement. Monitor competitor brand, packs, and pricing by category and adjust the BPPC strategy accordingly. Use shopper and consumer insights to recommend improvements to local trade marketing plans. Share insights and knowledge to influence and implement national promotional activity. Develop bespoke regional promotional activities and campaigns with marketing teams.
Trade Activation & Performance Monitoring: Track in-trade activation, promotion execution, and local customer engagement effectiveness. Monitor and report on key performance indicators, including volume growth, compliance, and RED metrics. Provide regional feedback and recommendations to optimize Local and Traditional channel plans.
Thought Leadership & Influence: Establish self as a trusted source of sales capability knowledge within the Local and Traditional channels. Share trade insights with key stakeholders to inform strategic decisions. Provide influential leadership with regional and own teams to drive execution of strategy.
Functional Capabilities:
Trade Promotion & Activation Management
Management Performance Analysis & Reporting
Customer Engagement Support
Cross-Functional Collaboration
KBI:
Nett Sales Revenue: R14 Billion
Customer Loyalty Index (CLI): As determined by business plan
Sparkling Soft Drinks (SSD) Value Share: As determined by business plan
Still Value Share: As determined by business plan
RED Execution: As determined by business plan
Channel Price Compliance: As determined by business plan
Discount Spend: 7% (L&T) and 9% (Wholesale) of NSR
Customer Rewards Programme Participation: : As determined by business plan
Talent Management Excellence and Pipeline: As per business plan and framework
Skills, Experience & Education
Education
Bachelor's degree in Sales, Marketing, Business or related field
Postgraduate qualification is advantageous
Experience
5 years in sales roles, including 5 years of managerial experience in FMCG
Channel management experience, specifically in Wholesale and/or Local & Traditional channels, is highly advantageous
Skills
Strategic Thinking & Business Planning
Trade Marketing & Execution Planning
Customer & Stakeholder Management
Data Analysis & Performance Reporting
Commercial Acumen & Negotiation
Communication & Presentation Skills
Project Management
Sales Capability Development
Deadline:1st September,2026