Head of Key Accounts Manager | Impulse

Red Bull; Cape Town; On-site; ZAR 800,000 - 1,200,000; Full time

Job summary

A leading beverage company seeks a Head of Key Accounts Manager to lead sales strategies and manage major customer accounts in Cape Town. The ideal candidate will possess strong commercial acumen and a proven track record in Key Account Management. Responsibilities include implementing national pricing strategies, leading negotiations, and developing customer partnerships to drive growth. This position requires a hands-on leader with excellent strategic thinking and negotiation skills, along with a willingness to travel frequently.

Benefits

Performance bonuses

Travel allowances

Qualifications

• 5-10 years of proven experience in Key Account or Commercial Management, preferably in FMCG or beverages.
• Strong network of existing contacts and trade relationships.
• Successful track record in managing value chains, budgets, and investments.

Responsibilities

• Lead and manage the implementation of Red Bull's commercial strategy at key customers.
• Develop long- and mid-term customer strategies aligned with business objectives.
• Analyze data sources to identify growth opportunities.

Skills

Strategic thinking

Negotiation skills

Analytical skills

Commercial acumen

Team leadership

Education

University degree in Economics or Business Administration

Tools

SAP

BI

Job description

Job Title: Head of Key Accounts Manager | Impulse

Location: Western Cape, Cape Town | Deadline: August 24, 2025

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The Head of Key Accounts Manager for Impulse is a senior sales leadership role responsible for managing our largest gas accounts and leading the Key Account team that handles the remainder of the gas portfolio and convenience customer accounts. This team aims to meet sales volume and profitability targets for major national customers across South Africa. The ideal candidate will devise long-term strategies with medium-term vision, based on a thorough understanding of customer needs, channel trends, and opportunities, with meticulous attention to detail. This senior role requires a 'hands-on' leader who sets ambitious goals with clear expectations, delivering key initiatives. The person should be comfortable taking calculated risks, identifying, and exploiting opportunities to gain business advantages.

Responsibilities

Areas where your strengths will be utilized:

Strategy

• Lead and manage the implementation of Red Bull's commercial strategy at all key customers to establish the brand as the #1 beverage in South Africa.
• Develop long- and mid-term customer strategies aligned with overall business objectives.
• Implement national pricing strategies and establish customer-specific pricing.
• Deliver promotional plans that increase market share and category growth while maintaining channel profitability.

Analysis and Planning

• Analyze data sources (e.g., Nielsen, scanner, customer data) to identify growth opportunities.
• Plan sales forecasts and prepare trade spend budgets to meet profitability targets.
• Develop annual business plans and effective promotional strategies.
• Prepare negotiations (including different scenarios) focusing on Red Bull’s sales drivers and customer spend strategies.
• Create compelling selling decks and position Red Bull as the category leader.

Execution

• Lead annual negotiations with key customers.
• Utilize revenue growth management principles effectively.
• Agree on Red Bull’s store concepts, VIP programs, and Profit Zone initiatives with customers.

Tracking

• Monitor volume and profitability targets using sales reports and commercial reviews.
• Support and discuss the success of plans like promotions with customers and stakeholders, highlighting Red Bull’s contributions.
• Use insights to make key decisions impacting profitability, volume, and share.
• Track trade terms and price increases for full visibility across off-premise customers.

Collaboration

• Research customer needs continuously and respond with mutually beneficial programs.
• Develop effective partnerships to position Red Bull as a key supplier for profitable growth.
• Aspire for Category Captaincy with strategic retailers in the energy category.
• Build strong internal networks and collaborate closely with Trade Marketing to develop customer category strategies.

Leadership

• Lead and develop a top-tier Off Premise Key Accounts team across various retail channels.
• Mentor and train team members to enhance their capabilities.
• Provide ongoing coaching, target setting, and performance reviews.
• Establish regular meetings and routines for the team.

Experience

Key qualifications and experience include:

• University degree, preferably in Economics or Business Administration.
• 5-10 years of proven experience in Key Account or Commercial Management, preferably in FMCG or beverages.
• Experience in managing and developing successful commercial teams is advantageous.
• Cross-functional experience in Trade Marketing, Consumer Marketing, or Field Sales is a plus.
• Strong network of existing contacts and trade relationships.
• Successful track record in managing value chains, budgets, and investments.
• Strategic thinker with tactical planning skills and the ability to develop innovative, commercially focused strategies.
• Strong commercial acumen with knowledge of sales processes and financial systems (SAP, BI).
• Excellent analytical, planning, and negotiation skills, with an understanding of sales and marketing financial implications.
• Proven negotiation skills with retail front-line experience.
• Experience managing national price increases successfully.
• Excellent presentation skills to communicate strategies effectively.
• Willingness to travel 40-50%.
• Experience in Sales, Retail, or Business Development roles.