Key Account Manager (Retail)

Southey Contracting Offshore Division; Cape Town; On-site; ZAR 500,000 - 750,000; Full time

Job summary

A leading contracting firm in Cape Town is seeking a Key Account Manager. The role involves managing a portfolio of national and international clients while focusing on relationship building and sales growth. The ideal candidate should have at least 5 years of relevant experience and a strong business acumen. This position offers the opportunity to work in a dynamic environment, ensuring brand visibility and efficient execution across various channels.

Qualifications

• Bachelor's degree in Business, Sales, Marketing, or related field.
• Minimum 5 years’ experience in key account management or B2B sales, preferably in premium/luxury retail, lifestyle, or FMCG sectors.
• Proven ability to manage large retail accounts and meet sales targets.
• Strong negotiation, presentation, and interpersonal skills.
• Analytical and data-driven, with strong Excel and reporting skills.
• Experience with CRM and ERP systems (e.g., Sage, Syspro, or similar).
• Ability to travel locally and internationally if required.
• A passion for design, creativity, and premium products is advantageous.

Responsibilities

• Manage and grow a portfolio of key retail, corporate, and wholesale accounts.
• Develop and implement tailored business plans for each key account to meet revenue targets and business objectives.
• Identify growth opportunities within existing accounts and seek new key customer partnerships.
• Negotiate trading terms, pricing, product assortment, and promotions with accounts in line with company strategy.
• Build strong, trusted relationships with buyers, planners, and procurement teams.
• Act as the primary point of contact between and key clients.
• Conduct regular client meetings, business reviews, and store visits where applicable.
• Provide accurate sales forecasts and collaborate with internal teams to ensure optimal stock availability.
• Monitor and analyse account performance, sales data, and market trends.
• Prepare and present regular reports on key account activity and performance.
• Work closely with Marketing to ensure brand consistency in trade marketing and promotional campaigns.
• Liaise with Product Development to ensure account needs and market trends are fed into product strategies.
• Coordinate with Logistics and Customer Service to ensure smooth order fulfilment and issue resolution.
• Ensure the brand is represented accurately and consistently across all key account touchpoints.

Job description

Purpose of the Role

The Key Account Manager (KAM) will be responsible for managing a portfolio of national and international retail and wholesale clients. This role focuses on building long-term relationships, maximising sales opportunities, driving brand visibility, and ensuring excellent execution of standards across partner channels.

Key Responsibilities

Account Management & Sales Growth

• Manage and grow a portfolio of key retail, corporate, and wholesale accounts
• Develop and implement tailored business plans for each key account to meet revenue targets and business objectives
• Identify growth opportunities within existing accounts and seek new key customer partnerships
• Negotiate trading terms, pricing, product assortment, and promotions with accounts in line with company strategy

Relationship Building

• Build strong, trusted relationships with buyers, planners, and procurement teams
• Act as the primary point of contact between and key clients
• Conduct regular client meetings, business reviews, and store visits where applicable

Forecasting & Reporting

• Provide accurate sales forecasts and collaborate with internal teams (planning, supply chain, finance) to ensure optimal stock availability
• Monitor and analyse account performance, sales data, and market trends
• Prepare and present regular reports on key account activity and performance

Cross-Functional Collaboration

• Work closely with Marketing to ensure brand consistency in trade marketing and promotional campaigns
• Liaise with Product Development to ensure account needs and market trends are fed into product strategies
• Coordinate with Logistics and Customer Service to ensure smooth order fulfilment and issue resolution

Retail Execution

• Ensure the brand is represented accurately and consistently across all key account touchpoints (in-store, online, catalogue, etc.)
• Drive merchandising and promotional execution through partner stores in collaboration with the Visual Merchandising team

Requirements

• Bachelor’s degree in Business, Sales, Marketing, or related field
• Minimum 5 years’ experience in key account management or B2B sales, preferably in premium/luxury retail, lifestyle, or FMCG sectors
• Proven ability to manage large retail accounts and meet sales targets
• Strong negotiation, presentation, and interpersonal skills
• Analytical and data-driven, with strong Excel and reporting skills
• Experience with CRM and ERP systems (e.g., Sage, Syspro, or similar)
• Ability to travel locally and internationally if required
• A passion for design, creativity, and premium products is advantageous