Key Accounts Manager

Amka Products (Pty) Ltd; Pretoria; On-site; ZAR 900,000 - 1,300,000; Full time

Job summary

Amka Products (Pty) Ltd in Pretoria, South Africa, seeks a commercially driven Key Accounts Manager – Exports Africa to grow our distributor and customer network across African markets. The role focuses on achieving export sales targets while expanding presence, identifying new business opportunities, and developing distribution channels.

The position requires regular travel across African markets, strong negotiation skills, and a track record in FMCG export sales and KAM experience.

Qualifications

• Diploma or Bachelor's Degree in Sales, Marketing, Business Management, Commerce or a related field.
• 5 years' sales experience, preferably within FMCG, consumer goods, manufacturing or a related environment.
• Minimum 3 years' Key Account Management experience.
• Experience negotiating with distributors, wholesalers and/or major retail customers.
• Experience developing new markets or territories would be advantageous.

Responsibilities

• Export Account Management: grow assigned accounts across Africa.
• Develop country and customer account plans aligned with export sales objectives.
• Negotiate pricing, terms and agreements with distributors and retailers.
• Forecasting & Planning: prepare sales forecasts and demand plans.
• Market & Competitor Analysis: monitor trends and opportunities in Africa.
• Travel & Customer Visits: frequent cross-border travel to visit partners.
• Reporting: provide regular export sales and account performance updates.
• Cross-Functional Collaboration: work with Marketing, Supply Chain, Finance and Production.

Skills

Negotiation

Business development

Analytical ability

Strategic thinking

Relationship management

Travel readiness

Sales

Communication

Education

Diploma or Bachelor's Degree in Sales, Marketing, Business Management, Commerce or a related field

Tools

Excel

PowerPoint

Outlook

Job description

Amka is a South African home grown company with over 60 years in the Health and Beauty Industry. We are among the top 5 in South Africa. Our Vision is to be “Brand leaders in the Health, Beauty and Home Care Industry.” Our purpose is “To enrich people’s lives by creating and sharing Abundance.”With a portfolio of over 50 popular brands, Amka is a leading manufacturer in Skin Care, Bath Care, Hair Care, Home Care, Perfumes, Deodorants and Sun Screens.Our Health and Beauty brands include some of South Africa’s most-loved brands.

Introduction

VACANCY | KEY ACCOUNTS MANAGER – EXPORTS AFRICAWe’re looking for a commercially driven key accounts manager to grow our customer and distributor network across Africa. 5 years’ sales experience 3 years’ Key Account Management experience FMCG / consumer goods experience preferred Strong negotiation & business development skills Africa export/distributor experience advantageous Must be willing to travel frequently across Africa Valid passport & driver’s licence Ready to grow business across African markets?

Job Title: Key Accounts Manager – Exports Africa
Department: Exports Africa
Reports To: Sales Manager / Exports Sales Executive
Travel Requirement: Regular travel across African markets

Job Purpose

The Key Accounts Manager – Exports Africa is responsible for developing, managing, and growing key customer, distributor, wholesale and retail relationships across African export markets.

The role focuses on achieving export sales targets, expanding the company's presence across Africa, identifying new business opportunities, developing distribution channels and maintaining strong relationships with customers and distributors.

The role requires regular travel into African countries to visit customers, distributors and potential business partners, conduct market visits and support business development activities.

Key Responsibilities

Export Account Management

• Manage and grow assigned customer and distributor accounts across Africa.
• Build strong relationships with distributors, retailers, wholesalers, importers and key decision-makers.
• Develop country and customer account plans aligned with export sales objectives.
• Conduct regular customer and distributor business reviews.
• Maintain close contact with customers through regular market visits and travel.

African Market Development

• Identify and develop new business opportunities across African markets.
• Identify potential distributors, retailers and strategic business partners.
• Expand product distribution and market penetration in existing and new territories.
• Conduct in-country market visits to understand customer requirements, pricing, competitors and consumer trends.
• Support the introduction of products into new African markets.
• Achieve monthly, quarterly and annual export sales targets.
• Increase sales volumes, profitability and market share.
• Drive new product listings, promotions and product launches.
• Monitor customer and country performance and implement corrective actions where required.

Customer & Distributor Negotiations

• Negotiate pricing, promotions, margins, trading terms and annual agreements.
• Ensure commercial agreements support company profitability and growth objectives.
• Manage contract renewals and compliance with agreed commercial terms.

Forecasting & Planning

• Prepare accurate sales forecasts and demand plans by customer and market.
• Collaborate with Supply Chain, Production and Finance to support product availability.
• Monitor stock requirements and proactively address potential supply issues.
• Plan customer orders taking export lead times into consideration.

Market & Competitor Analysis

• Analyse African market trends, competitor activity and customer requirements.
• Identify opportunities for growth within existing and new markets.
• Monitor competitor products, pricing, promotions and distribution.
• Provide market insights and recommendations to management.

Travel & Customer Visits

• Travel regularly across African countries as required by the business.
• Visit distributors, retailers, wholesalers and key customers in-market.
• Conduct market visits and identify growth opportunities.
• Attend customer meetings, trade events, exhibitions and relevant industry events where required.
• Maintain professional representation of the company when travelling internationally.
• Must be comfortable with frequent cross-border travel and being away from home when required.

Reporting

• Prepare regular export sales and account performance reports.
• Monitor sales, profitability, margins, forecasts and market performance.
• Present country, customer and business development updates to management.

Cross-Functional Collaboration

• Work closely with Marketing, Supply Chain, Finance, Customer Service and Production.
• Coordinate customer requirements and export-related initiatives.
• Support new product launches and customer-specific projects within African markets.

Qualifications

• Diploma or Bachelor's Degree inSales, Marketing, Business Management, Commerce or a related field.

Experience

• 5 years' sales experience, preferably within FMCG, consumer goods, manufacturing or a related environment.
• Minimum 3 years' Key Account Management experience.
• Proven track record of achieving sales and profitability targets.
• Experience negotiating with distributors, wholesalers and/or major retail customers.
• Experience developing new markets or territories would be advantageous.

Travel Requirements

• Must be willing and able to travel frequently throughout Africa.
• Must hold a valid passport and be able to undertake international business travel.
• Valid driver's licence.
• Flexibility to travel at short notice when business requirements demand it.

Technical Skills

• Advanced Microsoft Excel, PowerPoint and Outlook.
• Strong sales forecasting and financial analysis skills.
• Ability to analyse sales, customer and market data.
• Strong commercial and negotiation ability.

Business Skills

• African market and export sales orientation
• Strategic thinking
• Commercial acumen
• Negotiation and influencing
• Distributor and customer relationship management
• Financial and analytical ability
• Territory planning and organisation

Personal Attributes

• Results-driven
• Relationship builder
• Comfortable working across different countries and cultures
• Adaptable and comfortable with frequent travel
• Problem-solving ability
• Independent and self-motivated
• High level of professionalism

Key Performance Indicators (KPIs)

• Achievement of Africa export sales targets
• Revenue and margin growth
• Growth of existing distributor/customer accounts
• New customers and distributors secured
• New product listings secured
• Customer retention and satisfaction
• Forecast accuracy
• Market share and distribution growth
• Successful execution of customer and country plans

Advantageous Experience

• FMCG export sales experience within African markets
• Existing experience dealing with African distributors and retailers
• Experience developing distributors in new territories
• Knowledge of African FMCG markets and distribution channels
• Category management and trade marketing exposure
• Experience with personal care, home care, beauty or consumer products
• 5 years’ sales experience, preferably in FMCG / consumer goods
• Minimum 3 years’ Key Account Management experience
• Experience managing distributors and key customers
• African export / cross-border sales experience advantageous
• Strong negotiation, commercial and business development skills
• Proven track record of achieving sales and profit targets
• Willing and able to travel frequently across Africa
• Valid passport and driver’s licence
• Relevant Degree/Diploma in Sales, Marketing, Business Management or Commerce