Distributor Manager at Coca-Cola Hellenic Bottling Company

Coca-Cola Hellenic Bottling Company is a bottling partner of The Coca-Cola Company. Coca-Cola HBC is headquartered in Zug, Switzerland and has a premium listing on the London Stock Exchange and secondary listing on the Athens Exchange. The Coca-Cola Company is the world's largest beverage company and operates in more than 200 countries.

Life at Coca-Cola HBC is fast-paced and challenging, with fair rewards and exciting learning opportunities. We promote an inclusive workplace, value diverse views and opinions and always appoint the best person for the job, ensuring equality in our shortlists and appointments. Take up the challenge. Join us!

We are recruiting to fill the position below:

Job Title: Distributor Manager

Location: Nigeria
Job Category: Sales
Work mode: On-site

About the Job

• The ideal candidate will be responsible for delivering sales targets in line with the Company’s look of success, Codes of Business Conduct, and Commercial Strategy.
• The Distributor Manager leads, plans, and organizes the work of a team of Merchandizers and Pre-sellers.
• He/She is accountable for the commercial performance, distributor operating standards, customer relationship management, company asset/data management, and development of assigned customer universe.

Key Responsibilities

• Drive execution of company business plans in sales volume, revenue, numeric and product availability.
• Organize, plan, and communicate sales targets and call frequencies to team members.
• Use available systems to monitor team performance and ensure operational excellence in line with internal policies.
• Plan and deploy materials needed to achieve Look of Success (LOS) standards according to RED guidelines.
• Implement IMCR management routines, procedures, and uphold Company policies including Code of Business Conduct (COBC).
• Monitor and act on outcomes from CDE data (e.g., missing/faulty/unproductive coolers).
• Execute audit visits to outlets for order-taking, delivery verification, and LOS standards compliance.
• Build and manage strong, compliant, and efficient distributor operations.
• Achieve optimum distributor P&L performance, working closely with Commercial Finance and Management to drive improvements.
• Ensure stock taking accuracy and distributor compliance to company operating standards.
• Manage Distributor Account Receivables (AR) in line with company credit policy.
• Perform distributor assessments and monitor performance against KBIs (e.g., DOSA, OTIF).
• Lead, develop, and coach Pre-sellers and Merchandizers through on-the-job training and formal inductions.
• Build strong Distributor Sales Teams and ensure capability development and knowledge preservation.
• Act as first-level support for system users in distributor warehouses, coordinating necessary trainings.
• Foster a high-performance culture and drive continuous improvement across the team.
• Maintain and strengthen relationships with customers, resolving conflicts constructively.
• Build strong partnerships with contractual and potential distributors.
• Develop productive, influential cross-functional relationships (Field Sales, Commercial Finance, Logistics, BSS/DTPS).
• Negotiate and control promotional activities and customer agreements to maximize growth.
• Identify new growth opportunities in the territory by understanding market trends and competitive actions.
• Implement best practices from within CCHBC and share innovations across markets.
• Drive successful implementation of new procedures, product launches, and process improvements.

Requirements

• Minimum 2 years’ experience in front-line sales and people management.
• Track record of achieving volume and revenue targets in a competitive environment.
• Strong understanding of CDE profitability and distributor management.
• Knowledge of partnering with customers/clients, cost management, and financial administration.
• Proficiency in sales force management, computer applications, and company systems and procedures.
• Expertise in target setting, call planning, and effective sales execution.
• Strong negotiation, presentation, and customer relationship management skills.
• Strong time management and task prioritization.
• Ability to coach and develop others for high performance.
• Effective communication skills to understand and influence customer needs.
• Strong problem-solving, conflict resolution, and decision-making abilities.
• High self-motivation, resilience, and results orientation.
• Distributor operational excellence and profitability improvement.
• Team capability building and continuous knowledge development.

Application Closing Date
Not Specified.