National Head of Key Accounts (Wholesale, Retail & Redistributors)

Edward Snell & Co (Pty) Ltd; Cape Town; On-site; ZAR 900 000 - 1 200 000; Full time

Job summary

A leading South African liquor business seeks a National Head of Key Account to drive national strategy and lead a high-performance team. The role involves managing key account structures, establishing pricing models, and fostering strong relationships with customers. Candidates should hold a Bachelor of Commerce and have over 5 years of experience in key account management. This strategic position offers an opportunity to influence category growth in a dynamic industry.

Qualifications

• 5+ years’ experience managing a Key Account structure in a senior leadership role.
• Proven experience working with cross-functional reporting structures.
• Strong capability in stakeholder management.

Responsibilities

• Develop and implement direct sales strategies to deliver key account objectives.
• Manage national customer investment models and budget tracking.
• Build and maintain professional relationships with key customers.

Skills

Leadership

Negotiation

Strategic planning

Project management

Analytical skills

Relationship-building

Excel skills

Education

Bachelor of Commerce (Business or related field)

Job description

Role Overview

The National Head of Key Account is responsible for building, leading and developing a high-performance national key accounts structure to achieve the company’s commercial and strategic objectives. The role oversees national and regional Key Account Managers, manages pricing and discounting frameworks, directs customer investment models, and drives volume, value and market-share growth across key account channels. This role reports directly to the Commercial Director.

Minimum Qualifications & Experience

• Bachelor of Commerce (Business or related field) – required
• Minimum 5 years’ experience managing a Key Account structure in a senior leadership role, ideally within wholesale, retail or liquor industry channels
• Proven experience working with cross-functional and multi-channel reporting structures

Required Skills & Attributes

• Demonstrated ability to lead, coach and develop high-performing KA teams
• Strong commercial, negotiation and stakeholder-management capability
• Strategic planning and execution experience
• Robust project and change-management skills
• Excellent written and verbal presentation ability
• Exceptional relationship-building ability across internal and external stakeholders
• Strong forecasting, analytical and financial acumen
• Ability to manage national key accounts, pricing models, trade agreements and customer investment frameworks
• Advanced Excel and presentation skills

Key Result Areas & Responsibilities

1. Strategic Leadership & Business Planning

• Develop and implement direct sales strategies to deliver national and regional key account objectives
• Lead annual Key Account business planning aligned to the company’s 5-year growth strategy
• Drive quarterly sales plan development, submission and execution
• Monitor market dynamics and competitive activity to adapt strategies and ensure long-term growth

2. Sales, Execution & VMAPP Performance

• Ensure delivery of value, volume and market-share targets across all national and regional key accounts
• Establish Minimum Execution Standards and monitor quarterly merchandising and availability targets
• Lead development of integrated promotional and campaign plans with KAMs and Brand Teams
• Oversee the full execution of national and regional promotional programmes

3. Financial Management & Commercial Governance

• Manage national customer investment models and ensure robust budget tracking
• Oversee national price lists, trade agreements, rebates and cycle-deal expenditures
• Ensure compliant discounting practices within approved frameworks
• Provide accurate and timely market analysis and commercial reporting

4. Customer & Stakeholder Engagement

• Build and maintain exceptional professional relationships with key national and regional customers
• Lead business reviews and manage performance with regional Sales Managers, General Managers and KAMs
• Ensure effective management of National Trade Exchange Agreements
• Partner with Brand, Trade Marketing, Sales, Finance and other business units to address commercial priorities

5. Coaching, Development & People Management

• Lead, motivate and retain a high-performing Key Accounts team
• Conduct field visits to ensure execution excellence and team coaching
• Foster alignment between Key Accounts, Regional Sales Teams and Brand Teams
• Support ongoing capability development across the national KA structure

Why Join Us?

This is a strategic senior-level opportunity within a leading South African liquor business. You will drive national commercial strategy, influence category growth, and lead key partnerships that shape the future of our business.

If you are passionate about strategic account leadership and ready to take on a national commercial challenge, please submit your application.