Account Developer at The Coca-Cola Company

The overall purpose of this role is to drive business performance through increased profitability, superior customer service and excellent execution in trade. This role reports to the Area Sales Manager.

Key Duties & Responsibilities    

1. To identify and implement new business opportunities so that the customer base and profits can continuously grow.
2. New business opportunities are determined by visiting potential customers and evaluating their suitability according to established criteria.
3. Potential customers are assessed throughout the trial period to determine whether or not they will be as profitable as planned.
4. After successful completion of the trial period dealers are developed and supported as per company regulations.
5. Business opportunities are developed within budgeted parameters and implemented as per regulations and customer agreement.
6. To optimize customer service so that superior customer relations and long lasting partnerships.
7. Relevant customer service target are to be achieved at all times.
8. Customer master file is continuously updated to ensure that accurate customer records are maintained.
9. Account Developers take ownership of problems from beginning to end. Requests and problems are followed up until rectified or answered to the customers’ satisfaction and company standards.
10. To formulate account plans so that future business opportunities can be planned and implemented effectively.
11. The outlets’ business model is well understood and opportunities for synergy with appropriate products’ brand propositions are identified and optimized.
12. The account plan is formulated in line with the relevant quarterly reviews.
13. The findings of the account plan are evaluated against the objectives of the channel business plan.
14. Account plans are clearly communicated to the channel management team and agreed upon recommendations are implemented.
15. To manage and maintain assets so that losses are minimized and optimal returns on investments are achieved.
16. Equipment contracts are accurately completed and signed by all relevant parties.
17. The allocation and operation of equipment is in line with set standards and regulations.
18. Coolers, vehicles and equipment are managed and maintained on a weekly basis to ensure optimal functioning.
19. Placement of equipment should maximize return on investment at all times.
20. The negotiated and agreed upon position of the cooler is maintained according to set standards.
21. To execute outlets according to organization strategies so that sales volumes may be increased and product awareness is enhanced.
22. Promotional agreements are accurately completed and forwarded to the relevant Area Sales Manager.
23. Promotions are executed as per promotional guidelines and set company standards.
24. Dealers are educated and continuously advised on stock management and shelf-life dates as per company regulations.
25. The account manager must monitor, assess and manage stock age in the store at all times.
26. RED targets are achieved at all times.
27. Point of purchase and built displays are positioned in order to ensure that products are more visible than any other products.
28. Point of sale are removed immediately once a promotional offer has exceeded.
29. To execute surveys so that the organization is constantly aware of current market trends and to enable a competitive advantage.
30. Information regarding competitors’ products, prices, and quantities sold, and in-stock levels is gathered.
31. On premise outlet surveys are conducted at selected outlets.
32. Information gathered through surveys is evaluated and presented to the channel management team.
33. Identified areas for improvement are rectified and follow up is conducted to ensure compliance.

Skills, Experience & Education    

Qualifications and Experience

1. Minimum qualification of a Diploma in a Business related field.
2. Bachelor Degree in a Business related field shall be an added advantage.
3. A minimum of 2 years experience in an FMCG environment.
4. Strong experience in marketing and customer service with good networking skills.
5. Excellent interpersonal, verbal and written communication skills.