Key Account Manager

Clarins; Johannesburg; On-site; ZAR 600 000 - 800 000; Full time

Job summary

A global skincare and make-up company is seeking a Key Account Manager in Johannesburg. The role involves strategic account management, financial performance tracking, and building relationships with major retailers like Woolworths and Dis-Chem. Candidates should have over 5 years of experience in sales, ideally within the beauty or FMCG sectors. A strong track record in negotiations and a data-driven mindset are essential. Join a company dedicated to making life more beautiful for its employees and customers.

Qualifications

• 5+ years’ experience in Key Account Management or Commercial Sales, ideally within prestige beauty, cosmetics, or FMCG.
• Proven experience managing major national retailers.
• Strong track record in commercial negotiations and JBP delivery.

Responsibilities

• Develop and execute annual Joint Business Plans (JBPs) aligned with the company’s commercial objectives.
• Deliver and exceed sell-in, market share, and profitability targets.
• Build strong, credible relationships with Buyers and Senior Retail Stakeholders.

Skills

Key Account Management

Commercial Sales

Negotiation

Data-driven mindset

Job description

Overview

Key Account Manager

Ready to bring passion into your career?

A global leading skincare and make-up company, Clarins Group is the embodiment of a committed family history, with a fierce passion for innovation and spirit of independence. Its raison d’être is "making life more beautiful, passing on a more beautiful planet".

Operating in more than 150 countries, we are now the number one skincare company in Europe and are accelerating our development on all other continents, particularly in Asia and the Americas.

Because our 8,000 talents are unique, we are committed to promoting diversity in all its forms.

Do you want to help write the next chapter of our story?

Responsibilities

Strategic Account Management & Growth

• Develop and execute annual Joint Business Plans (JBPs) aligned with Clarins South Africa’s commercial, category, and brand objectives.
• Translate consumer insights, category performance, and market trends into actionable account strategies within the South African prestige beauty landscape.
• Identify and unlock growth opportunities across distribution, assortment, pricing, promotions, and in-store execution.
• Build long-term, mutually beneficial partnerships with key retail accounts such as Woolworths, Dis-Chem, department stores, and selected independents.

Commercial Performance & Financial Management

• Deliver and exceed sell-in, market share, and profitability targets per account.
• Own the account-level P&L, ensuring disciplined trade spend management, promotional efficiency, and strong ROI.
• Partner closely with the Business and Retail Analyst to align sell-in plans with sell-out realities, identifying risks and opportunities early.
• Collaborate with Supply Chain to drive accurate forecasting, optimal stock levels, and minimal out-of-stocks or overstocks.

Negotiation & Relationship Management

• Build strong, credible relationships with Buyers, Category Managers, and Senior Retail Stakeholders.
• Align support negotiations with marketing and field teams on distribution, space, promotional activity, and innovation launches, ensuring alignment with Clarins’ premium positioning.
• Conduct regular business and performance reviews, tracking progress against KPIs, and agreed objectives.
• Act as the primary point of contact for all commercial matters relating to assigned accounts.

Brand Excellence & In-Store Execution

• Ensure flawless execution of the Clarins brand image across all retail touchpoints.
• Work closely with Trade Marketing, Marketing, and Field Teams to deliver Clarins standards.
• Participate in reviewing planograms, merchandising guidelines, visibility, and space allocation to maximise share of shelf while protecting brand equity.
• Coordinate and execute key commercial moments aligned to the South African retail calendar (Festive, Black Friday, Mother’s Day, Heritage Day, Valentine’s Day, etc.).

Data, Insights & Reporting

• Leverage retailer data (e.g. department store reports, internal sell-out data) to monitor performance and trends.
• Translate data into clear, actionable insights to inform forecasts, sell-in strategy, and account plans.
• Partner with the Business Analyst to ensure data accuracy, alignment, and strong performance narratives for leadership.

Key Performance Indicators (KPIs)

• Sell-in and sell-out vs target
• Market share and distribution growth
• Promotional ROI and trade spend efficiency
• Stock health (returns, cover, aged stock)
• Quality of in-store execution and brand compliance
• Strength of retailer relationships and ROI delivery

Skills & Experience

Experience

• 5+ years’ experience in Key Account Management or Commercial Sales, ideally within prestige beauty, cosmetics, or FMCG.
• Proven experience managing major national retailers
• Strong track record in commercial negotiations and JBP delivery.

Skills & Competencies

• Strong commercial and financial acumen
• Excellent negotiation and relationship-building skills
• Data-driven mindset with the ability to turn insights into action
• Strong planning, forecasting, and execution capability
• Ability to balance commercial performance with premium brand standards
• Confident communicator with strong stakeholder influence

About Clarins Group

If you have a curious mind, a thirst to go further and the drive to boldly take on new challenges, join us

About Clarins Group

A B-Corp certified global leading skincare and make-up company, Clarins group is the embodiment of a committed family history, with a fierce passion for innovation and spirit of independence. Our purpose "making life more beautiful, passing on a more beautiful planet," is a core commitment outlined in our by-laws. Operating in more than 150 countries thanks to our 8,000 employees worldwide, we are now the number one skincare company in Europe and are accelerating our development on all other continents, particularly in Asia and the Americas.

In line with our dual CSR mission of ‘Caring for people, caring for the planet’ we take pride in offering a rewarding yet challenging work environment where everyone can thrive.

This culture allowed us to achieve the certification of Forbes' World’s Best Employers 2024 and Forbes' World’s Best Employers 2024.

To learn more about our group and our commitments to people, visit www.groupeclarins.com

Equal opportunity employer

We believe in making life more beautiful for our employees and our customers

Inclusion and diversity are firmly grounded in our core values. We strive to achieve inclusiveness, and we foster an equal-opportunity culture where everyone can reach their full potential and do their best work

We welcome applications from all backgrounds and are a member of the ILO (International Labor Organization) and the Employers Network for Equity and Inclusion (ENEI)