Associate Manager, National Key Accounts

BIC; Gauteng; On-site; ZAR 900,000 - 1,300,000; Full time

Job summary

BIC World is seeking a Senior National Key Account professional to drive sales and distribution across major FMCG channels in South Africa. You will lead strategic plans, negotiate terms, and manage promotions, while coordinating with cross-functional teams to maximize market share and ROI.

Travel to key customers is expected. The role requires 5+ years of FMCG Key Account experience, strong relationships, and proficient use of MS Office tools.

Qualifications

• Minimum 5 years sales experience in FMCG at a National Senior Key Account level.
• Understanding of Key FMCG Customers systems & processes.
• Exceptional Key Account trade relationships.

Responsibilities

• Sales to customers, ensuring growth vs budget in volume & value.
• Collaborate with Key Customer Business Strategy for maximum distribution and availability.
• Negotiate trading terms and implement key account promotional grids.
• Develop and implement key account business plans.
• Negotiate and implement key account promotions and ad-hoc promotions.
• Manage Business Development Fund per grid to ensure ROI.
• Conduct quarterly business reviews and manage price changes.
• Gather market intelligence and monitor competitor activity.
• Increase market share across key category segments.
• Analyze key customer P&L and report findings.

Skills

Key Account Negotiation Skills.

Business acumen

Computer literacy

Tools

MS Word

PowerPoint

Excel

Job description

Join BIC World, a community of brands dedicated to creating ingeniously simple and joyful products that have been part of hearts and homes for over 75 years. We are committed to growing our iconic and innovative brands by reimagining everyday essentials in new, sustainable, and responsible ways.

Our culture encourages a "roll up your sleeves and get the job done" mindset, ensuring self-starters, problem solvers, and innovative thinkers can truly thrive. At BIC World, you are empowered to take ownership of your career and use your unique perspective to make a meaningful, global impact on our mission.

MAIN RESPONSIBILITIES / TASKS

• Sales to Customers, ensuring OIS Sales Growth vs Budget expectation in both volume & value.
• Collaboration and alignment with Key Customer Business Strategy to achieve maximum distribution and availability for BIC's range of products.
• Trading Term Negotiations.
• Develop and Implement Key Account Business Plans.
• Negotiate and Implement Key Account Promotional Grid in line with Strategy.
• Negotiate and Implement Key Account Ad-hoc Promotions.
• Manage Business Development Fund as per negotiated promotional grid ensuring growth and ROI.
• Conduct Quarterly Business Reviews.
• New Product Listing and Ranging.
• Provide customer demand to the supply chain team.
• Negotiation and Implementation of Price Increase / Decrease.
• Manage RSP's of Key Strategic lines.
• Gather and Analyze Market Intelligence, Market Trends & Competitor Activity.
• Increase in Market Share across Key Category Segments.
• Analyze Key Customer P&L.
• Other duties as requested.

Key Performance Indicators

• BIC Key Account Net Sales Growth - Measurement: Key Account Report / Sales Analysis.
• Customer Sales Growth - Measurement: EPOS Data/ Insights Reports.
• Market Share Volume / Value Gains - Measurement: IRI.
• Tracking new product listings ensuring numeric and weighted distribution.
• Promotion compliance vs booked Key Account Store Universe.
• BDF and promotional discount Management: ROI vs promotional BDF spend - Measurement: Monthly. Finance Reports.

Experience

• Minimum of 5 years’ sales experience in FMCG at a National Senior Key Account level.
• Understanding of Key FMCG Customers systems & processes.
• Exceptional Key Account Trade Relationships.

Professional Skills

• Key Account Negotiation Skills.
• Demonstrates sound business acumen.
• Computer Literate (MS Word, Power point & Excel).

Profile

• Self Confidence: Sureness about one's self-worth & capabilities.
• Resilience: The capacity to be optimistic, take a long-term view of success & failure & persist in pursuing goals despite obstacles & set-backs.
• Ethical behavior(Honesty): The motivation & orientation to act in an ethical transparent & morally defensible manner.
• Investigative Orientation (Probing/Information seeking): The capacity to ask questions, plan ahead & make effective use of resources & experts to research relevant information.
• Building Relationships: The capacity to put people at ease & build sound relationships based on mutual trust & openness.
• Interpersonal Sensitivity: The capacity to be sensitive to other's feeling, needs, values, views & attitudes & to be courteous & diplomatic when dealing with difficulties or problems others may be experiencing.
• Engaging Diversity: The capacity to respect & relate well to differences in people (in terms of race, culture, nationality, gender, ethics, religion etc.) value diversity of ideas & create an environment in which diverse people can thrive.
• Customer Responsiveness: The willingness to anticipate, recognize & meet the needs of internal & external customers.
• Verbal & Written Communication: The ability to listen actively, present information in a clear manner & respond appropriately to the verbal & written communication of others.
• Active Listening: The capacity to engage with an individual, draw out core elements in a conversation & reflect these empathically.

Qualifications

• Proven track record in FMCG Industry.
• 5 years sales experience in FMCG Industry.
• Previous National Key Account Experience

Any Other Requirements

• Willing to travel and meet customers.

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.