RTD Main Market Channel Manager

DiageoJohannesburg, ZA

2 days ago

Job description

Job title : RTD Main Market Channel Manager

Job Location : Gauteng, Johannesburg

Deadline : November 30, 2025

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Role Overview

To lead and grow the business in the Main Market channel by developing channel strategies, driving executional excellence, and unlocking volume growth for RTDs and other priority categories.

Key Responsibilities :

Channel Strategy Development

Define and lead the Main Market commercial strategy aligned to brand, trade, and RTM priorities.

Identify channel opportunities by region, outlet type, brand and pack format.

Develop annual and quarterly action plans to drive volume, numeric distribution, cold availability, and visibility.

Commercial Execution

Drive numeric distribution, cold availability, pricing, and visibility standards in key Main Market outlets.

Lead or support sales programs, promotions, and blitzes with the field force and RTM partners.

Ensure execution of the Perfect Store framework in high-opportunity Taverns, Counter-Serves and Bulk Breakers.

Sales Team & Distributor Engagement

Work closely with sales teams and CP&A to activate commercial levers : Promotions, Bundles and Cold space initiatives.

Conduct joint market visits to monitor execution and gather market intelligence.

RTD Category Development

Drive penetration and rotation of RTD brands in the Main Market.

Align with brand teams to roll out RTD-focused activations, sampling, and visibility campaigns.

Track consumer uptake and channel performance by brand / SKU.

Insights & Performance Tracking

Monitor and report on key KPIs : Numeric distribution, Volume growth, Price Compliance, Cold Space, Outlet reach and Execution scorecards.

Use data and trade insights to refine strategies and inform investment decisions.

Qualifications and Experience Required

Qualifications

Appropriate tertiary marketing and sales qualification – degree / diploma

Suitable Post Graduate Qualification is desirable

Experience

Solid background in sales, commercial, or trade marketing roles within fast-moving consumer goods or alcoholic beverages.

At least 3–5 years focused on the Main Market.

Hands-on experience working with distributors, sales reps, and RTM partners.

Proven ability to mobilize field teams and drive execution through a hybrid RTM model (e.g., DSD, van sales, or 3rd-party agents).

Demonstrated experience developing channel strategies, trade programs, or go-to-market plans targeted at township or informal outlets.

Ability to localize national plans for regional or route-specific needs.

Strong track record of in-market execution : driving numeric distribution, growing cooler placements, executing promotions, and activating new outlets.

Comfort working on the ground, visiting outlets, and engaging with informal traders

Experience in tracking and interpreting channel performance data (e.g. outlet call cycles, sales dashboards, POS deployment).

Ability to turn insights into actionable plans to accelerate volume and reach.

Competencies required for success in role

Exposure to RTD category growth projects or innovations.

Led or supported Main Market activations, such as roadshows, community events, or sampling campaigns.

Experience with returnable pack strategy or cold chain execution in the informal trade.

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Channel Manager • Johannesburg, ZA

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