Regional Wholesale Manager

About the role

The Regional Wholesale Manager leads the wholesale channel performance, distributor management and revenue growth for Coca Cola in the Nairobi region, driving volume, margin and customer service targets.

Key responsibilities

• Deliver regional volume and margin targets by translating the national wholesale plan into area‑level execution plans.
• Ensure wholesale customers trade in line with agreed terms, contracts and LOS standards through routine trade visits.
• Own day‑to‑day relationships with regional wholesale customers, running joint business plans, cycle briefs and promotional activations.
• Manage credit exposure, claims and settlement discounts, escalating risk early and applying disciplined credit management.
• Coordinate with Supply Chain, Logistics and Demand Planning to guarantee order fulfillment, stock availability and accurate forecasting.
• Enforce stock rotation, FIFO principles and trade replacement standards across wholesale outlets.

Required profile

• Bachelor’s degree in Marketing, Business or a related field (post‑graduate qualification is an advantage).
• 6‑8 years of relevant sales experience in the FMCG sector with proven success in wholesale or distributor channel management.
• Demonstrated track record of delivering volume, revenue and execution targets in a defined region.

Required skills

• Sales Force Automation (SFA) platforms.
• B2B sales reporting tools.
• Enterprise Data Systems (EDS) for sales analytics.