Key Accounts Manager (Retail)

Tongaat; Durban; On-site; ZAR 300,000 - 400,000; Full time

Job summary

A leading FMCG company in Durban is seeking an experienced sales manager to take overall responsibility for managing sales of their product portfolio. The ideal candidate will have a relevant tertiary qualification and 3–5 years of experience in sales, with proficiency in handling key accounts. Responsibilities include achieving sales targets, building customer relationships, and overseeing business development operations. The role offers a dynamic working environment with a focus on performance and customer satisfaction.

Qualifications

• 3 – 5 years’ work experience in sales preferably in an FMCG environment.
• Proven work experience in handling key accounts.
• A valid driver’s license.

Responsibilities

• Manage sales of the product portfolio to ensure revenue growth.
• Build relationships with key customers at a regional/store level.
• Conduct business meetings and manage pricing and P&L.

Skills

Commercial Competency

Customer Relationship Management

Sales Negotiation

Analytical Skills

Education

Relevant Tertiary Qualification in Business Management

Tools

Computer Skills

Job description

Overview

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

Qualifications & Experience Required :

• B 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.