Key Account Manager Dischem - Durban Based

Beiersdorf Group; Durban; On-site; ZAR 420,000 - 660,000; Full time

Job summary

Beiersdorf in Durban, South Africa, is seeking a Senior Key Accounts professional to lead strategic partnerships with major retailers. You will coordinate sales planning, manage NPD launches, and ensure on-shelf availability while optimizing pricing and promotional activities.

You will forecast targets, negotiate trading terms, and maintain strong customer relationships across SAB market, driving brand and category objectives with a focus on long-term partnerships.

Qualifications

• BCom degree or suitable tertiary qualification.
• Minimum of 5+ years Key Accounts experience in FMCG.
• Proficient in Microsoft Office (Excel, Word, PowerPoint).

Responsibilities

• Coordinate sales planning, trade investments, NPDs and relaunches between Sales and Customer Marketing to meet brand and customer objectives.
• Forecast sales targets using trends, promotions, ROS, stock levels and monthly Net Sales.
• Plan and conduct customer meetings; deliver monthly/quarterly reviews with analyses and actions to address risks and opportunities.
• Negotiate customer deals, co-op spend, and pricing within approved TTC guidelines; monitor accruals and discounts.
• Ensure SKUs are listed and available; monitor distribution/availability at DC and stores.
• Launch NPDs for listed products and manage launches until on-shelf in all range stores.
• Respond to customer queries and issues within 24 hours; resolve pricing and order discrepancies.
• Submit price increases to customers per RSA BDF price list and terms; maintain documentation.
• Conduct regular store visits to review availability and competitor activities; report findings.
• Negotiate trading terms to align with trading term parameters; ensure compliant documentation.
• Implement RSA BDF pricing and parameters; coordinate with CSO on orders and discrepancies.
• Foster internal and external partnerships as the Customer Champion; collaborate on annual account planning.

Skills

Key Accounts

FMCG

MS Office

Education

BCom Degree

Tools

MS Excel

MS Word

PowerPoint

Job description

Your Tasks

Principle Accountabilities

• 1) General - Provides effective co-ordination of sales planning, trade investments, relevant NPD and Re-launches between Sales and Customer Marketing ensuring the achievement of brand and customer short and long term objectives
• 2) Sales Targets - Accurate forecasting informed by trends, promotional activity, ROS, customer stock holding and monthly Net Sales target achievement
• 3) Customer Meetings - Plan and set up meetings with the relevant customer contacts. Prepare monthly & quarterly customer reviews with analysis and recommendations to address risks and opportunities. Document clear actions and discussion points in customer contact report which must be filed and sent to relevant stakeholders (internally & externally) within 72 hrs of customer meeting
• 4) Activities - Negotiate customer activities, deals and promotional confirmations in compliance with the agreed ABP signed off at the beginning of each year. Variations to the plan must be agreed and signed off by the SD. Control and monitor co-op spend and discounts in line with TTC guidelines. Ensure monthly accrual of discounts and spend, in line with monthly forecasting
• 5) Assortment - Ensure that all agreed sku’s are listed, ranged and available on shelf at all times. Monthly distribution/availability reviews at DC and store level to be monitored
• 6) NPD's - Launch NPDs to customers appropriately to ensure that products get listed and ranged across all relevant, targeted stores in a timely and efficient manner. Take ownership all launches until the NPD is physically on shelf in all ranged stores
• 7) Customer related queries & issues - internal and external - Respond to any queries, conflict or issues relating to his or her customer account (s) and find resolution within an acceptable time period (24hrs max)
• 8) Price Increases - Ensure that PIs are introduced to customers appropriately to ensure that pricing is accepted and facilitated in a timely and efficient manner
• 9) Store Visits - Regularly visit the trade in line with set Scorecard targets, reviewing product on-shelf availability, customer specific issues and competitor activities. Feedback and photographs are to be communicated to relevant stakeholders (National Ops Manager, 3rd Party Sales & Merchandising partner, NSM, Marketing & Sales)
• 10) Trading Terms - Negotiate Trading Terms with customers appropriately to ensure agreements are reached within the BDF trading term parameters
• 11) Pricing - Responsible for the implementation within account responsibility of the RSA BDF Price list, trading terms and the financial consequences thereof. Dealing parameters in both depth & frequency must be adhered to at all times. All relevant supporting documentation to be submitted timeously and within guidelines (SPAs, Sallys, Tallys). Liaise with CSO regarding order processing, pricing discrepancies and the resolution of any issues
• 12) Relationships - Acts as the internal and external 'Customer Champion' ensuring customer and 3rd Party relationships are established through partnership, collaboration and co-creation
• 13) Collaboration - Together with the broader Sales team, create and implement a annual customer account plan that ensures the delivery of brand, category and customer objectives, whilst ensuring the delivery of agreed sales, profit, pricing and distribution targets

Your Profile

Education BCom Degree or suitable tertiary qualification

Experience Minimum of 5+years Key Accounts experience at an FMCG Company

Skills PC/IT: Computer literate i.e. proficient in Microsoft office (Excel, Word, Power point)

At Beiersdorf, we want to help people feel good about their skin - and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values - CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.