Key Account Manager

Pro-Match Recruitment; Wes-Kaap; On-site; ZAR 400,000 - 800,000; Full time

Job summary

Pro-Match Recruitment is seeking a results-driven Key Account Manager in South Africa to manage day-to-day relationships with national accounts and drive revenue growth. You will liaise with buyers, AP teams and store operations, escalating issues and ensuring timely invoicing and credits.

Qualified candidates will have at least 3 years in key/national account sales, strong Excel skills, and a relevant degree such as BCom/NDip. Travel to client sites and driving responsibilities are required.

Qualifications

• Minimum 3 years' experience in key account management or national account sales.
• Experience with trading terms, drop shipments, promotions and planograms.
• Excellent communication and negotiation skills.
• Strong Excel skills and ability to analyse age analysis, invoicing and reconciliations.
• Relevant qualification such as BCom, NDip in Sales/Marketing/Business or equivalent.

Responsibilities

• Manage day-to-day relationships with national key accounts.
• Liaise with buyers, accounts payable teams, category managers and store operations.
• Escalate queries, claims, disputes, short deliveries and credit notes.
• Conduct regular buyer visits and business review meetings.

Skills

Account management

Negotiation

Excel

Communication

Organisational skills

Driver's licence

Education

BCom/NDip in Sales/Marketing/Business

Tools

Sage Evolution

ERP systems

Job description

Key Responsibilities

Key Account Management & Relationship Building

• Manage the day-to-day relationships with assigned national key accounts.
• Liaise with buyers, accounts payable teams, category managers and store operations.
• Act as the primary escalation point for queries, claims, disputes, short deliveries and credit note processing.
• Conduct regular buyer visits and business review meetings.
• Maintain a detailed understanding of each account's internal processes, payment terms, promotional calendars and ranging cycles.
• Build and maintain contact matrices for each key account.

Revenue & Commercial Growth

• Drive volume growth within existing accounts through improved ranging, promotions and secondary product placement.
• Identify new listing opportunities within existing account structures.
• Negotiate trading terms, promotional support and listing fees within approved commercial guidelines.
• Monitor account-level sales data and identify underperforming products.
• Prepare business cases for new product listings using relevant sales and category data.

Drop Shipment & Statement Management

• Manage the full drop shipment submission process for assigned accounts.
• Ensure weekly and monthly invoice schedules, consolidated statements, proof of delivery documentation and reconciliations are accurately prepared and submitted on time.
• Follow up on outstanding payments and resolve deduction and claim queries.
• Work closely with the finance team regarding credit notes and payment-related matters.
• Maintain an accurate query log for each key account.

Overdue Accounts & Debtors

• Monitor the debtor age analysis for assigned accounts.
• Proactively follow up with clients regarding overdue invoices.
• Investigate and resolve claim disputes by obtaining proof of delivery, delivery confirmations and invoice records.
• Escalate accounts exceeding 90 days to the Financial Manager, including a full summary of the outstanding issues and recommended action.

Reporting & Forecasting

• Provide weekly account performance updates to management.
• Report on revenue, outstanding balances, open queries and potential risks.
• Contribute to monthly sales forecasts.
• Monitor distribution, planogram compliance and product availability during store visits.
• Maintain accurate records of trading agreements, promotional confirmations and buyer correspondence.

Cross-Functional Collaboration

• Work closely with the finance team regarding statements, deductions and debtor management.
• Collaborate with the operations team to resolve delivery issues, short shipments and service-level concerns.
• Provide buyer feedback and market insights to the Commercial Manager.
• Support the sales and field teams with store activities, promotions and key-account-related queries.

Minimum Requirements

• Minimum 3 years' experience in key account management or national account sales.
• Proven experience managing major South African retail chains such as Pick n Pay, SPAR, OK Foods, Makro or equivalent national retailers.
• Strong understanding of the FMCG retail environment.
• Experience with trading terms, drop shipments, promotions and planograms.
• Experience with invoice submissions, statement reconciliations and deduction disputes.
• Excellent communication and negotiation skills.
• Strong organisational skills and attention to detail.
• Ability to manage multiple key accounts and deadlines simultaneously.
• Strong Excel skills, including working with age analysis reports, invoice schedules and reconciliation spreadsheets.
• Valid driver's licence.
• Own reliable vehicle.
• Relevant qualification, such as BCom, NDip in Sales/Marketing/Business or equivalent.

Preferred Experience

• Experience within the nicotine, vaping, tobacco or regulated FMCG sector.
• Experience with Sage Evolution or a similar ERP system.
• Knowledge of SPAR drop shipment submission processes.
• Knowledge of Pick n Pay supplier portals and statement submission requirements.
• Proven experience resolving deduction disputes and recovering short-paid invoices.
• Experience working with a field sales team and providing account-level guidance and support.
• Exposure to the forecourt channel, including BP, Shell, Engen, Caltex, Sasol or Freshstop.

Key Performance Indicators

• Month-on-month and year-on-year revenue growth per account.
• Number of new product listings secured per quarter.
• Product availability and planogram compliance.
• Accuracy and timely submission of monthly statements.
• Management and reduction of overdue debt.
• Timely resolution of POD and claim queries.
• Retention of existing key accounts and prevention of unplanned delistings.
• Growth in sales and profitability across the managed account portfolio.