Job overview
Country Lead: Route To Market is available at Coca-Cola Beverages Zambia in Lusaka. Review the job description, requirements, closing date and application details below.
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Closing Date 2026/10/20 Reference Number CCB261015-10 Job Title COUNTRY LEAD: ROUTE TO MARKET Job Category Commercial – Sales and Marketing Company Coca-Cola Beverages Zambia Job Type Permanent Location – Country Zambia Location – Province Not Applicable Location – Town / City LUSAKA Job Description CCBA is the 8th largest Coca-Cola bottling partner in the world by revenue, and the largest on the continent. It accounts for over 40% of all Coca-Cola products sold in Africa by volume. With over 18,000 employees in Africa, CCBA services more than 735,000 customers with a host of international and local brands. CCBA operates in 14 countries, including its six key markets of South Africa, Kenya, Ethiopia, Uganda, Mozambique, and Namibia, as well as Tanzania, Botswana, Zambia, the islands of Comoros and Mayotte, Eswatini, Lesotho, and Malawi. Coca-Cola Beverages Zambia (CCBZ) invites suitably qualified and high-performing professionals to apply for the position of Country Lead: Route To Market. The role reports to Direct Sales. ROLE DETAILS Role: Country Lead: Route To Market Function: Commercial Location: Zambia Closing Date: October 20, 2026 JOB PURPOSE The Route to Market Country Lead plays a crucial role in achieving the RTM goals, including market penetration, outlet expansion, customer satisfaction, and profitability. Key Duties & Responsibilities Effective RTM Execution: Ensure the RTM model is aligned with the Annual Business Plan (ABP) and optimally executed across regions, and lead initiatives that drive operational efficiency, customer satisfaction, and revenue growth Optimised RTM footprint: Develop and implement the right RTM footprint to maximize market penetration (pervasive distribution) and elimination of white spaces, with clearly defined roles for all RTM partners (distributors, wholesalers, stockists) Optimized Sales Models: Define and implement the optimised Customer Service Package to the retail base, balancing maximised reach, improved sales productivity and reduced cost-to-serve. Enhanced Customer Segmentation: Conduct regular assessments of customer needs, align channel and product launches with market demand, and benchmark RTM models against industry standards and adjust the approach to maximize business potential Operational Excellence in Sales Execution: Develop standard operating procedures for sales execution, ensuring consistent customer management and execution across regions Sales Productivity and Performance Excellence: Improve sales force productivity through SFA and RTM scorecards, driving performance by identifying in-trade gaps and opportunities for improvement Partnership and Stakeholder Management: Build and maintain strong relationships with indirect partners and cross-functional teams to ensure aligned objectives and successful RTM outcomes. WITH CDE MANAGEMENT: Develop and execute CDE strategies to enhance technology, processes, people, costs, and overall operations. Develop an in-trade equipment plan as per channel strategy to optimise the availability, performance, and strategic placement of coolers to drive sales, brand visibility, and maximize customer satisfaction Lead CDE transformational projects to capture value and improve CDE & company performance. Provide leadership to ensure optimal operations, customer service, and continuous improvement. Align CDE activities with broader business objectives and standardize productivity measurements. Manage cooling equipment for CCBA, including procurement, maintenance, safety standards, and performance reporting Skills, Experience & Education QUALIFICATIONS Bachelor’s degree in Logistics, Marketing, Business, or a related field A postgraduate qualification would be advantageous EXPERIENCE 8-12 years of experience in field sales Strong understanding of end-to-end customer processes (logistics, finance, sales) and the operational implications of RTM models Proven ability to initiate new processes and improvements, delivering results within set timeframes Experience in forming effective working partnerships within and across functions to drive aligned goals SKILLS & COMPETENCIES Ability to understand customer needs and ensure RTM execution meets or exceeds expectations Ability to create a compelling RTM vision, breaking it down into actionable, manageable plans Strong knowledge of financial and business modeling, including understanding cost drivers and profitability analysis Excellent skills in managing relationships with indirect partners, third parties, and cross-functional teams Strong analytical and project management skills to ensure RTM initiatives are delivered on time and aligned with business objectives Ability to implement and improve sales force effectiveness metrics and reward systems to drive sales productivity Familiarity with the latest RTM technologies, tools, and systems to ensure cutting-edge operational practices General Functional Capabilities RTM design Technology and tools Salesforce effectiveness Third-party Distribution Application link: https://ccba.erecruit.co/candidateapp/Jobs/View/CCB261015-10Requirements
QUALIFICATIONS Bachelor’s degree in Logistics, Marketing, Business, or a related field A postgraduate qualification would be advantageous EXPERIENCE 8-12 years of experience in field sales Strong understanding of end-to-end customer processes (logistics, finance, sales) and the operational implications of RTM models Proven ability to initiate new processes and improvements, delivering results within set timeframes Experience in forming effective working partnerships within and across functions to drive aligned goals SKILLS & COMPETENCIES Ability to understand customer needs and ensure RTM execution meets or exceeds expectations Ability to create a compelling RTM vision, breaking it down into actionable, manageable plans Strong knowledge of financial and business modeling, including understanding cost drivers and profitability analysis Excellent skills in managing relationships with indirect partners, third parties, and cross-functional teams Strong analytical and project management skills to ensure RTM initiatives are delivered on time and aligned with business objectives Ability to implement and improve sales force effectiveness metrics and reward systems to drive sales productivity Familiarity with the latest RTM technologies, tools, and systems to ensure cutting-edge operational practices General Functional Capabilities RTM design Technology and tools Salesforce effectiveness Third-party DistributionExplore related jobs in Zambia
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