Sales Channel Lead Wholesale

About the role

Coca-Cola Beverages Africa (CCBA) is hiring a Sales Channel Lead for its Sales Execution team in Johannesburg, reporting to the Regional Sales Director. The role leads channel strategy and execution across traditional trade, quick-service restaurants, packaged food and beverage and other channels, driving revenue growth, market share and outlet expansion.

Key responsibilities

• Lead channel strategies across TEG, PFM, QSR and Traditional Trade to grow revenue, market share and outlets in line with Annual Business Plans
• Drive route-to-market standards, RED execution, call adherence, strike rate and promotional compliance
• Build strong commercial relationships with customers, distributors, franchise groups and internal stakeholders
• Lead, coach and develop frontline sales and execution teams, including performance management and succession planning
• Ensure adherence to policies, governance, SHEQ standards, pricing architecture and operational controls
• Execute promotions, customer activations and trade initiatives, and turn regional strategies into channel execution plans
• Manage assets, promotional materials and equipment, and track KPIs such as net sales revenue, market share, outlet volume, strike rate and trade investment ROI

Required profile

• Bachelor's degree in Sales, Marketing, Business Management, Commerce or a related field (essential); postgraduate qualification advantageous
• 8-10 years of FMCG sales experience across Traditional Trade, QSR, PFM or related channels
• 3-5 years in sales leadership or channel management, with proven experience leading frontline teams
• Experience in customer relationship management, RTM execution, cross-functional stakeholder management and trade execution

Required skills

• Strong commercial and financial acumen, strategic thinking and leadership
• Negotiation, influencing, analytical and data interpretation skills
• Deep understanding of FMCG sales principles and RTM methodologies
• Communication, presentation and ability to lead change and continuous improvement