Fmcg Regional Key Accounts Manager

Vector Logistics Limited; Cape Town; On-site; ZAR 600 000 - 800 000; Full time

Job summary

A leading logistics and supply chain company in Cape Town is seeking a Regional Key Accounts Manager to develop and grow the FMCG customer base. This role involves managing key account relationships, driving sales and profitability, and collaborating with supply chain teams to ensure product availability. The ideal candidate has a Bachelor's degree and 5-8 years of experience in key account management within the FMCG sector. This position offers the opportunity to make a significant impact in a dynamic environment.

Qualifications

• Minimum of 5–8 years of experience in key account management within the FMCG sector.
• Proven experience in managing complex customer relationships and delivering strong financial results.

Responsibilities

• Develop and implement account strategies in line with the company's growth objectives.
• Drive sales volume, revenue, and margin growth for assigned accounts.
• Leverage data and insights to analyze market trends and category performance.
• Collaborate with supply chain teams to ensure product availability.
• Monitor and optimize stock levels at distribution centers and retail locations.

Skills

Analytical Thinking

Negotiation

Communication

Problem Solving

Leadership

Education

Bachelor's degree in business administration

Tools

MS Office

ERP systems (e.g., SAP)

Job description

FMCG Regional Key Accounts Manager

Permanent

Cape Town

Overview

We are a Supply Chain and Sales & Merchandising partner adding value to your business through a fully integrated, temperature-controlled network in Southern Africa.

But we are also more than that.

We are people serving people.

While we boast the best in tech and infrastructure, our people are our greatest resource.

With our skilled, curious, can-do people at the forefront, our assets become your assets, our service your solutions.

Vector's vehicle fleet includes a food industry first in 'multi-temperature' vehicles enabling the company to service business across frozen, chilled and ambient temperature zones on a single delivery.

Job Purpose

To develop and grow the FMCG customer base, aligning with company strategies to achieve sales and profitability targets.

To manage and nurture key account relationships by understanding and addressing their commercial and logistical needs.

To act as a key representative of the customer within the company and provide leadership in developing and executing customer-specific business plans.

To optimise pricing, promotions, and category performance while ensuring profitability and shopper satisfaction.

Key Responsibilities

Strategic Account Management

Develop and implement account strategies in line with the company's growth objectives.

Serve as the primary contact for assigned key accounts, ensuring effective communication and collaboration.

Conduct regular performance reviews and develop tailored solutions to meet both customer and company needs.

Build and maintain strong, strategic relationships with customers at all levels.

Sales and Profitability

Drive sales volume, revenue, and margin growth for assigned accounts.

Identify and pursue new business opportunities, including line extensions and channel expansions.

Negotiate terms, pricing, and promotions to maximize profitability while meeting customer needs.

Monitor trade spend investments and provide ROI analysis.

Category and Market Analysis

Leverage data and insights to analyze market trends, pricing, and category performance.

Use customer data to identify growth opportunities and enhance category management strategies.

Provide actionable recommendations to improve on-shelf availability, visibility, and pricing alignment.

Supply Chain and Operations

Collaborate with supply chain teams to ensure product availability and resolve logistical issues.

Monitor and optimize stock levels at distribution centers and retail locations.

Oversee order management processes to ensure seamless customer experiences.

Team Leadership

Supervise and guide account support specialists.

Plan and deliver training programs to improve team effectiveness and skill development.

Set clear objectives, monitor performance, and provide constructive feedback to team members.

Promotion and Communication

Develop and execute 12-month promotional calendars for key accounts.

Ensure alignment of promotional plans with customer objectives and company profitability goals.

Collaborate with marketing teams to design and evaluate in-store activation and POS strategies.

Reporting and Insights

Provide detailed reports and presentations to stakeholders, summarizing performance metrics, trends, and strategic recommendations.

Track and analyse key performance indicators, including customer satisfaction, sales growth, and cost management.

Key Performance Indicators

• Achievement of sales and profitability targets.
• Growth in volume and value for assigned accounts.
• Customer satisfaction ratings and retention rates.
• Effective cost and trade spend management.
• Successful execution of promotional activities and category initiatives.

Qualifications, Skills and Experience Required for the Job

Qualifications and Experience

• Bachelor's degree in business administration.
• Minimum of 5–8 years of experience in key account management within the FMCG sector.
• Proven experience in managing complex customer relationships and delivering strong financial results.

Skills and Competencies

Leadership

Inspirational leadership, creating a culture of execution and collaboration.

Analytical Thinking

Strong ability to interpret data and develop actionable strategies.

Negotiation

Skilled in negotiating pricing, terms, and promotional agreements.

Communication

Excellent verbal and written communication skills for internal and external stakeholders.

Problem Solving

Ability to address and resolve operational, logistical, and customer-related challenges effectively.

Tech-Savvy

Proficient in MS Office and ERP systems (e.g., SAP).

Knowledge

• In-depth understanding of FMCG market dynamics and customer operations.
• Comprehensive knowledge of supply chain, sales, and marketing principles.
• Familiarity with costing, pricing strategies, and category management best practices.

We look forward to hearing from you!