Channel Manager: Key Accounts

Tiger Brands; Randburg; On-site; ZAR 900,000 - 1,200,000; Full time

Job summary

Tiger Brands in South Africa is seeking a Channel Manager to drive indirect revenue growth by developing networks of resellers, distributors, and partners, and to build strategic joint business plans. This role requires strong negotiation, communication, and B2B sales skills.

You will own sales targets, lead the Food Service portfolio, negotiate tenders, align marketing with accounts, and coach teams to improve performance. This is a full-time on-site role based in Randburg.

Qualifications

• Over 7 years' customer/key account/sales management experience in FMCG.
• Food Service key account experience across QSR and hospitality.
• Diploma/Degree in Business Management or related field.

Responsibilities

• Develop the Food Service channel strategy and joint business plans for key segments.
• Own sales, volume, net revenue and profitability targets by customer and segment.
• Lead the QSR portfolio and align head-office agreements with franchise execution.
• Build account plans for Hotels, Canteens, Leisure and more.
• Coach Customer Managers and Sales Operations in Food Service.
• Lead weekly performance reviews and ensure customer execution.

Skills

Influencing Others

Owning It

Developing Myself and Others

Staying a Step Ahead

Education

Diploma/Degree in Business Management or similar

Job description

Its fun to work in a company where people truly BELIEVE in what they're doing!

THE JOB AT A GLANCE

A Channel Manager drives indirect revenue growth by developing, managing, and expanding networks of resellers, distributors, and partners. They build strategic relationships, create joint business plans, and ensure partners are equipped with training and marketing resources to meet sales targets. This role requires strong negotiation, communication, and B2B sales skills.

WHAT YOU WILL DO

• Develop the Food Service channel strategy and joint business plans for all key account segments.
• Own sales, volume, net revenue and profitability targets by customer and segment.
• Lead the total QSR portfolio, aligning head office agreements with franchise and outlet execution.
• Build account plans for Hotels, Canteens, Leisure and Entertainment, Manufacturers and Delis.
• Build senior relationships with procurement, culinary, operations and technical decision makers.
• Negotiate tenders, supply agreements and trading terms within approved commercial guidelines.
• Execute pricing and pack strategies that meet customer usage needs and protect margins.
• Grow account penetration through new listings, menu applications and wider outlet coverage.
• Work with the technical teams on menu solutions and manufacturer product specifications.
• Coordinate product trials, customer approvals and launches with relevant internal teams.
• Partner with Marketing on segment promotions and measure return on investment.
• Align customer, distributor and supply teams to improve availability and delivery service.
• Lead demand forecasts, including menu changes, seasonal demand and new outlet openings.
• Track customer profitability and trade spend and agree corrective actions with Finance.
• Run customer business reviews and resolve service issues to strengthen retention and satisfaction.
• Analyse account performance and competitor activity to identify growth opportunities.
• Coach Customer Managers and Sales Operations teams in Food Service account management.
• Lead weekly performance reviews and hold teams accountable for customer execution.
• Manage team development, resource planning and expenses within approved budgets.

WHAT YOU'LL BRING TO THE TABLE

Competencies

• Influencing Others : Build senior customer partnerships and negotiate with procurement and operations teams.
• Owning It : Take accountability for account profitability, service delivery and commercial commitments.
• Developing MySelf and Others : Coach teams in consultative selling and account execution.
• Staying a Step Ahead : Translate customer, menu and segment trends into product and growth opportunities.

Experience

• Over 7 years' customer / key account / sales management experience within FMCG.
• Food Service key account experience across QSR and the wider portfolio, including hospitality, contract catering, manufacturers and delis.
• Commercial finance skills covering tenders, trade budgets, account profitability and demand forecasting.
• 3 or 4 year Diploma/Degree in Business Management or similar.

WHAT YOU WILL BE MEASURED ON

• Account growth, new listings and outlet penetration by segment.
• Customer profitability, retention and satisfaction.
• Net sales, volume and price realisation vs budget.
• Team performance and capability development.
• Contract execution, service levels and forecast accuracy.
• Trade spend vs budget and promotional return on investment.
• Timely joint business plans and delivery of agreed customer milestones.

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In accordance with the employment equity plan of Tiger Brands and its employment equity goals and targets, preference may be given, but is not limited, to candidates from under-represented designated groups.