Key Accounts Manager

Beck Family Estates; Wes-Kaap; On-site; ZAR 60 000 - 90 000; Full time

Job summary

A premium beverage company is seeking a Key Accounts Manager to lead strategic partnerships across South Africa. The ideal candidate will translate commercial strategies into targeted account plans, driving profitable growth across the portfolio, including Graham Beck and Steenberg. They should have 5-8 years of experience in the FMCG sector, strong negotiation skills, and proficiency in MS Excel. This position is based in Observatory, Cape Town, and offers a permanent role.

Qualifications

• 5–8 years of commercial/sales experience in premium wine/luxury beverage/FMCG.
• Demonstrated success in JBP, pricing architecture, promo ROI, and complex negotiations.
• Proficiency in MS Excel and PowerPoint; Power BI is advantageous.

Responsibilities

• Lead and grow strategic customer partnerships across South Africa.
• Convert commercial strategy into targeted account plans and execution.
• Deliver volume, value, GP, and mix targets.

Skills

Commercial acumen

Account leadership

Data‑driven decision making

Brand stewardship

Collaboration

Execution discipline

Education

Relevant tertiary qualification (Business Management/Marketing)

Tools

MS Excel

PowerPoint

Power BI

Job description

Key Accounts Manager

Observatory, Cape Town | Permanent Role

Reporting to Head of Commercial

Beck Family Estates is seeking a commercially focused Key Accounts Manager to lead and grow strategic customer partnerships across South Africa. This role converts commercial strategy into targeted account plans, joint business planning, and disciplined execution that delivers sustainable revenue, margin growth, and premium brand stewardship across the BFE portfolio (Graham Beck, Steenberg and Allure).

Account Strategy & Joint Business Planning

• Translate commercial strategy into account strategies and JBP.
• Build customer back strategies for premium positioning.

Sales Delivery & Commercial Management

• Deliver volume, value, GP and mix targets.
• Forecast with demand planning and manage trade terms.

Customer Engagement & Negotiation

• Lead senior engagement and negotiate listings.
• Present innovation aligned with sell‑out activation.

Execution Excellence & Activation

• Brief trade marketing and field teams.
• Monitor competitive activity.

Cross‑Functional Integration

• Align with marketing, supply chain, finance.
• Provide insights to inform pricing and channel strategy.

Governance, Reporting & Ways of Working

• Maintain accurate pipeline and promo calendars.
• Adhere to contracting, credit, and compliance policies.

Core Competencies

• Commercial acumen
• Account leadership
• Data‑driven
• Brand stewardship
• Collaboration
• Execution discipline

Contacts

Internal
Cellar Masters, Finance, Supply Chain, Marketing, Trade Marketing, Commercial, Sales, Data | Insights and Technology, HR
External
Key Accounts – National groups, distributors and merchandising service providers.

Scope

Markets: South Africa
Channels: Off‑Trade
Brands: Entire BFE portfolio, aligned to brand strategy and pricing architecture

Qualifications & Experience

• Relevant tertiary qualification (Business Management/Marketing)
• 5–8 years of commercial/sales experience in premium wine/luxury beverage/FMCG
• Demonstrated success in JBP, pricing architecture, promo ROI, and complex negotiations
• Proficiency in MS Excel/PowerPoint; Power BI advantageous

Closing date for applications is 26th January 2026