Sales Channel Lead HORECA

About the role

The Sales Channel Lead – HORECA will join the Sales Execution team of Coca-Cola Beverages South Africa, reporting to the Regional Sales Director. Based in Johannesburg, you will be responsible for driving growth across the hospitality, restaurant and catering (HORECA) channel, ensuring the execution of commercial strategies and delivering profitable results.

Key responsibilities

• Lead the implementation of channel strategies across TEG, PFM, QSR and Traditional Trade to achieve revenue, market-share and outlet-growth targets.
• Ensure route-to-market (RTM) standards, RED execution, call adherence and promotional compliance are met to maximise market performance.
• Develop and nurture strong relationships with customers, distributors, franchise groups and internal stakeholders.
• Coach, mentor and develop high-performing frontline sales and execution teams, driving accountability and capability building.
• Maintain commercial and operational governance, adhering to company policies, SHEQ standards and pricing architecture.
• Execute flawless promotional campaigns, customer activations and trade initiatives to boost product visibility and ROI.
• Translate regional commercial strategies into actionable channel plans, analysing sales trends and market intelligence to identify opportunities.

Required profile

• Significant experience in sales leadership within the HORECA channel.
• Proven track record of delivering revenue growth and market-share expansion.
• Strong commercial acumen and ability to manage complex stakeholder relationships.
• Excellent coaching and team-development capabilities.
• Solid understanding of route-to-market execution and trade compliance.

Required skills