Key Accounts Manager (Retail)

Tongaat Hulett; Durban; On-site; ZAR 400 000 - 600 000; Full time

Job summary

A dynamic FMCG company in Durban is seeking a Sales Manager responsible for managing and growing sales of assigned products. The ideal candidate will have a B.Com or relevant qualification, 3-5 years of sales experience in an FMCG environment, and strong skills in managing key accounts. Responsibilities include achieving sales targets, conducting negotiations, and collaborating with cross-functional teams to ensure client satisfaction. This role offers an opportunity to drive growth and market presence.

Qualifications

• 3-5 years' experience in sales, preferably in an FMCG environment.
• Proven work experience in handling key accounts and clients.
• Valid driver's license required.

Responsibilities

• Manage sales of assigned products to ensure revenue growth.
• Build and manage key customer relationships.
• Conduct negotiations with clients at regional/store level.
• Monitor sales and distribution performance for new products.
• Collaborate with cross-functional teams to meet client needs.

Skills

Sales Experience

Strong Commercial Competency

Relationship Management

Negotiation Skills

Analytical Skills

Education

B.Com or Relevant Tertiary Qualification

Tools

Computer Literacy

Job description

Purpose Of Role

The incumbent will take overall responsibility in managing sales of the assigned product portfolio and services to ensure sustainable and profitable revenue and market growth in line with the organisation’s objectives. The position is involved in the sales and operations process from business development, customer acquisition, customer business planning, budgeting, activation and management of field execution.

Qualifications & Experience Required

• B.Com or a Relevant Tertiary Qualification in the Business Management and Commercial Field.
• 3 – 5 years’ Work Experience in Sales Preferably in an FMCG Environment
• Strong Commercial Competency
• Proven Work Experience in Handling Key Accounts/ Clients
• Computer Skills/Lliteracy
• A Valid Driver’s License

Top Accountabilities

• Responsible for achievement of sales targets through excellence in execution at the point of sale.
• Building and managing relationships with key customers at a regional and / or store level.
• Conducting negotiations such as listings, ranging, planograms, displays, promotional execution etc. at a regional and / or store level.
• Conducting regional / national business meetings with buyers, DC managers and sales partners, taking control of pricing and the P&L.
• Implementing and maintaining in-store tactics developed within Category Management partnerships with Customer(s).
• Co-ordinating special events; store-level sell-in and communication, materials management in-store.
• Working with customer service to track orders, troubleshoot and achieve customer service KPI’s.
• Working with planning and logistics to plan, analyse and forecast customers’ needs and to ensure timely and complete delivery.
• Monitoring sales and distribution performance, particularly for new products and taking timely action to drive continuous improvement.
• Monitoring competitive activity at store level, recording and consolidating key activities, supervising speed and breadth of distribution and identifying competitive best practices.
• Development of customer business plans including co-op activity and annual promotional grids.
• Conducting promotional analysis to determine ROI of customer activities.
• Clearly communicating in-store objectives and supervising excellent execution of targets linked to product availability, assortment by store format, shelf pricing and promotional activations.
• Conducting regular trade visits to identify areas of improvement.
• Reviewing Field Sales and Merchandiser roles and collage to ensure efficient deployment of resources.
• Working with all cross functional teams, i.e. agents, distribution, sales team, marketing dedicated to the same client account to ensure customer service and meet customer needs.
• Analysing all client data, market data, market performance and client data to provide clear insight on trends, opportunities and potential risks
• Comply with THS policies and procedures and legislative requirements
• Interact positively with employees in the workplace and build a positive culture with open and constructive communication and teamwork.