Key Account Manager

Rich Products Corporation Africa; City of Johannesburg Metropolitan Municipality; On-site; ZAR 600 000 - 900 000; Full time

Job summary

A leading food company in South Africa seeks a strategic professional to manage National Account customers and develop tailored acquisition strategies. The ideal candidate has 6-8 years of experience, a BCom degree in Marketing, and is financially savvy. Responsibilities include creating data-driven proposals and maintaining customer relationships. The position requires a driver's license and willingness to travel, offering a dynamic role in a collaborative environment.

Benefits

Equal Employment Opportunity commitment

Qualifications

• At least 6-8 years’ experience in a similar position.
• Must have a driver's license and be willing to travel.
• Financial and commercially oriented.

Responsibilities

• Proactively research and target high-potential National Account customers.
• Develop tailored acquisition strategies for new key growth customers.
• Create data-driven proposals and presentations.

Skills

Sales strategy

Customer relationship management

Financial analysis

Technological proficiency

Education

BCom Degree preferably in Marketing

MBA

Job description

Rich’s, also known as Rich Products Corporation, is a family‑owned food company dedicated to inspiring possibilities. From cakes and icings to pizza, appetizers and specialty toppings, our products are used in homes, restaurants and bakeries around the world. Beyond great food, our customers also gain insights to help them stay competitive, no matter their size. Our portfolio includes creative solutions geared at helping food industry professionals compete in foodservice, retail, in‑store bakery, deli, and prepared foods, among others. Working in 100 locations globally, Rich’s is a global leader with a focus on everything that family makes possible. Rich’s®—Infinite Possibilities. One Family.

Key Accountabilities/Outcomes

• Proactively research and target high‑potential National Account customers where the company currently lacks permanent and limited time off (LTO) menu placements.
• Develop and execute tailored acquisition strategies to onboard new key growth customers, contributing significantly to revenue and budget targets.
• Develop and implement annual customer plans, for each assigned key account, setting goals, sales objectives and volume expectations and placement of priority product categories, ensuring it aligns with the overall company strategy and objectives.
• Create persuasive, data‑driven proposals and presentations that align with customer needs and trends.
• Develop, enhance and maintain strategic multi‑level customer relationships with new and existing customers by managing expectations, uncovering specific needs, and delivering an exceptional level of customer service to influence long‑term partnerships.
• Ensure the systematic collection, review and analysis of market information to identify competitor industry insights, tactics, market trends, competitors, competitor strategies, new opportunities to unlock customer growth opportunities and refine acquisition tactics and value propositions.
• Maintain a robust pipeline of opportunities, providing regular updates on progress toward acquisition goals and revenue targets.
• Oversee the transition and onboarding of new accounts into the business, ensuring smooth implementation and early‑stage success.
• Continuously seek new ways to unlock growth, challenge the status quo, and contribute to the broader commercial strategy.
• Responsible for budgets, planning and sales forecasts, making sure that all aspects of our sales and marketing strategies achieve the expected level of sales of assigned markets or accounts.
• Responsible for achieving short and long‑term goals and / targets within the channel.
• Co‑ordinate across segments and ensure adequate resource allocation across all segments.
• Coordinate and manage the complete sales cycle process including idea initiation, analysis, lead generation, proposal preparation and presentation, on‑boarding, and customer service follow‑up after the sale delivering on the Rich Experience.
• Ensure commercial leadership is maintained by setting, evaluating, and communicating appropriate pricing and / or promotions with customers.
• Have direct contact with key customers and visit with top management of all assigned customers on a regular basis.
• To ensure that all communication with customers (contact reports) is applied and up to date.
• Direct the activities around sales planning sessions, customer reviews, customer and sales presentations and ensure accurate reporting and analysis of sales to management and sales teams.
• Ensure that alternative plans are formulated so as to make up any short falls.
• Negotiate with customers to obtain new business and strategically align our product portfolio to customers menus and market trends. Work closely with the Marketing and R&D teams to develop and launch new products.
• Assess and uncover customer opportunities which will allow the entire department to provide creative and cost‑effective solutions to our customers.
• Proactively develop key initiatives and targeted value propositions to achieve sales targets.
• Successfully manage customer needs to meet objectives of the company’s overall business strategies.
• Prepare and deliver appropriate sales presentations to key customers.
• Ensure effective utilization and execution of the marketing program to ensure selling success of new or existing products.
• Proactively direct and manage distributors, agents and Regional Managers ensuring that there is a process to measure and achieve results.
• Ensure that service levels to this channel are within company expectations and that any shortfalls are respected (e.g. out of stock, errors in order taking, incorrect invoicing) and communicated to customer or distributors.
• Conduct quarterly, or at least annual, reviews with all key customers.
• Communicate compliance expectations with division sales policy, procedure and process to ensure that all Rich's associates in this channel understand policies and procedures to support customer satisfaction.
• Provide leadership and sales strategy to continuously grow the sales division.
• Responsible for and champion any trade shows or customer events that are directly related to the Distribution Channel.
• Prioritize targeting efforts within the National Accounts channel focusing on the listing and execution of priority product categories.
• Responsible to work within budget.
• Participate and assist other sales channels when required and called upon.
• Management of any subordinates to ensure they achieve their objectives. Additionally, play a leadership role ensuring continuous coaching and mentorship.

Qualification/Skills/Experience

• At least 6-8 years’ experience in a similar position
• BCom Degree preferably in Marketing, MBA is advantageous.
• Must have a driver's license and be willing to travel.
• Financial and commercially orientated i.e. able to analyze commercials, sales by product, by customer etc.
• Technologically savvy i.e. can adapt and open to use new technology platforms and put together well structured presentations.

Rich Products Corporation South Africa, its subsidiaries and affiliates (“Rich’s”), are committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, gender, sex, pregnancy, marital status, family responsibility, ethnic or social origin, sexual orientation, age, disability, religion, HIV status, conscience, belief, political opinion, culture, language, birth or on any other arbitrary ground. The information collected by this application is solely to determine suitability for employment, verify identity, and maintain employment statistics on applicants. Applicants with disabilities may be entitled to reasonable accommodation under the Employment Equity Act and certain local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Rich’s. Please contact Rich’s Human Resources department at [e-mail] if you need assistance completing this application.