Key Account Manager (FMCG Refrigeration) Johannesburg

Professional Appointments; Johannesburg; Hybrid; ZAR 600 000 - 800 000; Full time

Job summary

A leading provider in commercial refrigeration is seeking a Key Account Manager to manage strategic accounts and drive sales within South Africa. The ideal candidate should have a background in FMCG and B2B sales, strong negotiation skills, and a proven track record in account management. This role involves significant national travel and requires a results-driven mindset.

Qualifications

• Prior experience in Key Account Management or Territory Sales.
• Strong understanding of the FMCG industry in South and South-East Africa.
• Ability to sell consumables as part of a broader solution offering.

Responsibilities

• Develop and implement channel business plans aligned with sales strategy.
• Achieve annual sales turnover, profitability, and other key performance indicators.
• Manage and grow relationships with national and regional accounts.

Skills

Key Account Management

FMCG Industry Knowledge

B2B Sales Experience

Negotiation Skills

Self-Motivated

Education

National Diploma in Sales and Marketing

Membership with a Sales and Marketing Institute

CRM certification

Job description

Key Account Manager (FMCG Refrigeration) – Johannesburg

Location: Johannesburg (National Travel Required)

Industry: Commercial Refrigeration

Overview

A leading global provider of commercial refrigeration solutions is seeking a Key Account Manager with proven experience in FMCG and B2B environments. The ideal candidate will be responsible for managing strategic accounts, driving sales volume and profitability, and building strong long-term customer relationships across South Africa and, in future, SADC territories. Must be able to sell consumable goods and have good negotiation skills with CEO’s of companies.

Minimum Requirements

Education & Qualifications

• National Diploma in Sales and Marketing
• Membership with a Sales and Marketing Institute (advantageous)
• CRM certification

Experience & Skills

• Prior experience in Key Account Management or Territory Sales
• Strong understanding of the FMCG industry in South and South-East Africa
• B2B sales experience in Commercial Refrigeration
• Experience managing major national accounts at head office level
• Strong negotiation skills, especially with C-level stakeholders
• Ability to sell consumables as part of a broader solution offering
• Highly self-motivated with a results-driven mindset

Key Responsibilities

• Develop and implement channel business plans aligned with sales strategy
• Achieve annual sales turnover, profitability, and other key performance indicators
• Manage and grow relationships with national and regional accounts
• Identify and pursue opportunities for new business and product launches
• Oversee customer agreements, ensure service excellence, and manage internal alignment with departments (Manufacturing, R&D, Finance, etc.)
• Monitor account performance and implement corrective actions where required
• Maintain detailed knowledge of customer activities, market trends, and competitor landscape
• Promote company values and maintain a collaborative team environment

Key Information

• Travel: National travel within South Africa (future travel into SADC expected)
• Office presence: ±60% office-based, 40% in-market / client-facing
• Travel duration: Mostly short trips (not exceeding 3 days)
• Clients / Sectors: Agents, dealers, soft drink companies, microbreweries, and local beer brands
• Account Scope: National key accounts (head office), regional clients, and individual outlets
• KPIs: Sales growth, customer retention, product launches, and territory expansion