Key Account Manager (Retail)

Southey Contracting; Cape Town; On-site; ZAR 600 000 - 800 000; Full time

Job summary

A leading contracting firm in Cape Town is seeking a Key Account Manager to manage retail and wholesale clients. Responsibilities include managing accounts, developing business plans, and ensuring brand visibility. The ideal candidate has at least 5 years in account management, strong negotiation skills, and a passion for premium products. This role offers a dynamic work environment with opportunities for travel.

Qualifications

• Minimum 5 years' experience in key account management or B2B sales.
• Proven ability to manage large retail accounts and meet sales targets.
• Ability to travel locally and internationally if required.

Responsibilities

• Manage and grow a portfolio of key retail, corporate, and wholesale accounts.
• Build strong, trusted relationships with buyers and procurement teams.
• Provide accurate sales forecasts and monitor account performance.
• Work closely with Marketing for brand consistency.
• Ensure the brand is accurately represented across all touchpoints.

Skills

Account management

Sales growth

Negotiation

Interpersonal skills

Analytical skills

Presentation skills

CRM and ERP systems

Education

Bachelor's degree in Business, Sales, Marketing, or related field

Tools

Sage

Syspro

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.