Head of Key Accounts

Saint-Gobain Africa; Midrand; On-site; ZAR 1,200,000 - 1,800,000; Full time

Job summary

Saint-Gobain SA in Midrand seeks a dynamic Head of Key Accounts Retail to lead the national retail KAM strategy and drive profitable growth across major accounts. This role requires strategic leadership, market insight, and collaboration with marketing and product management to expand share of wallet.

You will translate company strategy into customer-specific growth plans, develop robust account plans with measurable KPIs, and build cross-functional relationships to secure strategic agreements

Qualifications

• Minimum matric and Bachelor of Commerce Degree.
• Strong negotiation, communication and stakeholder management skills.
• Proficiency in Excel, PowerPoint and data analysis.
• Experience with SAP is advantageous.

Responsibilities

• Develop and own the national retail Key Account strategy aligned with the Saint-Gobain commercial strategy.
• Segment and prioritise national accounts based on value, profitability, strategic importance and future growth potential.
• Establish clear strategic objectives for identified national retail accounts.
• Analyse product penetration by customer.
• Identify range gaps and cross-selling opportunities.

Skills

Negotiation

Communication

Stakeholder management

Data analysis

Education

Matric

Bachelor of Commerce Degree

Tools

Excel

PowerPoint

SAP

Job description

• Develop and own the national retail Key Account strategy aligned with the overall Saint-Gobain commercial strategy.
• Segment and prioritise national accounts based on current value, profitability, strategic importance and future growth potential.
• Establish clear strategic objectives for each of the identified national retail accounts
• Analyse product penetration by customer.
• Identify range gaps and cross-selling opportunities
• Develop a formal competitor-intelligence capability across the retail Key Account team.
• Ensure overall understanding of: Major competitors by product category, Competitor product ranges and Pricing positions.
• Build an analytical approach to Key Account Management. Develop reporting and insights covering: Sales by customer, branch/store and by region.
• Ensure every strategic customer has a robust Key Account Plan with measurable growth priorities and actions.
• Translate company strategy into customer-specific growth plans.
• Identify where Saint-Gobain is underrepresented within individual customers, regions, branches, categories or product groups.
• Develop differentiated strategies by customer rather than applying a single national-account approach.
• Establish clear individual objectives and KPIs
• Build strong working relationships with marketing keting and category/product Management.

Why do we need you?

• Develop and own the national retail Key Account strategy aligned with the overall Saint-Gobain commercial strategy.
• Segment and prioritise national accounts based on current value, profitability, strategic importance and future growth potential.
• Establish clear strategic objectives for each of the identified national retail accounts
• Analyse product penetration by customer.
• Identify range gaps and cross-selling opportunities
• Develop a formal competitor-intelligence capability across the retail Key Account team.
• Ensure overall understanding of: Major competitors by product category, Competitor product ranges and Pricing positions.
• Build an analytical approach to Key Account Management. Develop reporting and insights covering: Sales by customer, branch/store and by region.
• Ensure every strategic customer has a robust Key Account Plan with measurable growth priorities and actions.
• Translate company strategy into customer-specific growth plans.
• Identify where Saint-Gobain is underrepresented within individual customers, regions, branches, categories or product groups.
• Develop differentiated strategies by customer rather than applying a single national-account approach.
• Establish clear individual objectives and KPIs
• Build strong working relationships with marketing keting and category/product Management.

Is this job for you?

We are seeking a candidate that has a minimum matric and Bachelor of Commerce Degree and at least five years of experience in key account management. The candidate must have strong negotiation, communication, and stakeholder management skills, with proven experience in with a track record of securing strategic agreement. Proficiency in Excel, PowerPoint, and data analysis is essential, it would be advantageous should the candidate have SAP experience. The role also requires commercial awareness and must be able to demonstrate the ability to develop, plan, and implement account plans that drive business growth. Must manage effective stakeholder management and networking capabilities across internal and external environments.

To make sure nothing is forgotten

Saint-Gobain seeks a dynamic Head of Key Accounts Retail that will be responsible for developing and executing the national retail key-account strategy to deliver sustainable, profitable growth across Saint-Gobain's strategic retail customers.

The role provides strategic and commercial leadership to the Key Account Management team and holds overall responsibility for maximising the value of the national retail customer portfolio. The role will move the business beyond traditional account management toward strategic customer development, using customer insight, market intelligence, competitor analysis and commercial data to identify growth opportunities, increase product penetration, expand customer product baskets and improve Saint-Gobain's share of wallet.

Legal Statement

“We value the importance of a diverse workforce as a cornerstone of our business success. Our primary focus in selecting the most suitable candidates for our roles is based on their skills, qualifications, and experience. We wholeheartedly embrace the principle of equal opportunity in our employment processes and are committed to eliminating any unlawful discrimination in our hiring practices”.