Zambia Country Manager

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Job Description

AVI LIMITED  is home to many of South Africa’s leading and best-loved brands. Listed on the Johannesburg Stock Exchange in the Food Products sector, and centred on the FMCG market, AVI’s extensive brand portfolio includes more than 50 brands. Our single-minded purpose is our brands’ growth and development.  AVI INTERNATIONAL  a division of  AVI LIMITED,  based in Bryanston, Johannesburg with subsidiary operations in Botswana, Zambia and Namibia responsible for expanding the AVI Brand footprint across emerging markets in Sub-Sahara Africa.

An exciting opportunity exists for a  ZAMBIA COUNTRY MANAGER  at  AVI INTERNATIONAL  in  LUSAKA, ZAMBIA .  The purpose of the role is to grow regional value, volume and distribution in line with Sales objectives.

Line Manager : Regional General Manager

Direct Reports : Sales Reps, Junior Sales Reps, Van Sales Reps and Sales Admin

Job Specification:

Key Performance Areas:

  1. Strategy formulation & strategic impact
  • Review Route-To-Market (RTM) and distribution and formulate plans to expand numeric distribution and brand presence in market
  • Grow market value and volume as well as distribution in line with the country plan
  1. Financial management
  • Manage customer profitability by BU/category and brand
  • Manage in-market pricing in line with mandate and category/brand strategy aligned
  • Ensure pricing in customers’ systems is correct
  • Implement tactical pricing when appropriate based on the brief by Country Manager or Key Accounts manager
  1. Relationship management
  • Manage key accounts & key Independent customers within the market and ensure effective investment by customer and BU / category / brand
  • Develop and maintain “partner of choice” customer relationships with all key customer groups and independent customers
  • The leadership of in-market team and representation of BU interests with key stakeholders
  • Regular engagement with third-party service providers – Logistics, Merchandising
  1. People management
  • Set and agree to priorities with AVI Regional Operations Manager (ROM) or AVI International team and ensure focus on driving key initiatives or addressing poor performance
  • Provide appropriate support, leadership & development to the in-market team
  1. Operational focus
  • Ensure effective implementation of the country plan and customer plan driving growth aligned to market objectives by channel and customer
  • Develop co-ad and activity grid within the mandate and ensure effective implementation by ROI on customer investment to evaluate the effectiveness of spend
  • Monitor, analyse and report on performance and conduct appropriate monthly/quarterly Customer reviews
  • Ensure effective coverage plan (Sales and merchandising) and liaise with AVI Field
  • Marketing team or AVI International team to ensure the achievement of objectives
  • Deliver the POP strategy by channel and store format per agreed guidelines and measure execution through agreed scorecard
  • Develop a POB plan by customer per category and brand and ensure the plan is delivered by the team
  • Provide input to monthly forecasting to ensure that promotional activity or brand initiatives are Included in the forecast

Minimum Requirements:


  • 10 years’ sales experience within the FMCG industry at least 3 of these should be at management level
  • Retail and Wholesale experience highly advantageous


  • Grade 12
  • Appropriate Sales and Marketing business qualification

Additional Requirements:

  • 5Ps
  • Tactical Planning
  • Market Knowledge
  • Channel, Shopper & Customer Knowledge
  • Negotiating
  • Budget Management
  • Sales, Systems & Procedures
  • Selling
  • Coaching
  • Resource Planning
  • Project Management


  • Documenting Facts
  • Interpreting Data
  • Developing Strategies
  • Influencing Others
  • Setting Directions
  • Keeping Commitments
  • Seizing Business Opportunities
  • Persisting

To apply for this job please visit .

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