National Sales Manager - Retail Channel

Beiersdorf; Durban; On-site; ZAR 600,000 - 800,000; Full time

Job summary

A leading FMCG company is seeking a seasoned Key Account Manager in Durban to develop and execute sales strategies across key accounts like Shoprite and Pick n Pay. The ideal candidate will have a BComm degree and at least 10 years of experience in key accounts, demonstrating strong leadership skills and proficiency in Microsoft Office. This is an excellent opportunity to lead a dynamic team while contributing to the brand's growth.

Qualifications

• Minimum of 10 years Key Accounts experience in an FMCG company.
• Leadership experience managing a team.
• Excellent verbal and written communication skills.

Responsibilities

• Develop and execute customer investment and sales strategy.
• Manage accounts such as Shoprite, SPAR, Pick and Pay, and Boxer.
• Implement marketing plans and ensure effective execution in retail.

Skills

Microsoft Office proficiency

High analytical capability

Effective conflict management

Strong negotiation skills

Education

BComm Degree or suitable tertiary qualification

Job description

Your Tasks

• Sales strategy: Develop and execute a customer investment and sales strategy that meets both short- and long-term brand market share, sales, margins, and customer contribution targets across the NIVEA brands within the Grocery Channel. Manage accounts such as Shoprite, SPAR, Pick and Pay, Boxer.
• Business Planning, Budgeting, and Reporting
• Develops and executes in conjunction with account managers, a sales and customer-marketing plan (annual, medium, and long-term) that ensures the achievement of brand, category, and customer objectives.
• Implement customer marketing plan: Ensure efficient and excellent execution in the retailer. Monitor and evaluate variance to plan and propose countermeasures for effective implementation.
• Pricing: Implement the agreed list price to meet profit targets in consultation with Finance.
• Promotions: Prepare and implement, in agreement with the S&CM Manager, the customer promotion plan aligned with sales objectives.
• Execution: Land the defined execution strategy by Retail Environment with customers and Operations teams.
• Point-of-Sale: Achieve objectives within annual customer plans for product distribution and display at POS, maximizing product accessibility.
• Performance-based TTC System: Implement and control the customer TTC system in line with regional strategies. Develop guidelines based on pay-for-performance and roll out the 3-year TTC plan.
• Customer Relationships: Develop broad strategic relationships across customers to ensure integrated business-to-business relations.
• Member of the Sales Leadership: Represent sales in the Southern Africa Sales Team and foster cross-functional collaboration.
• Key Challenges: Define and implement go-to-market strategies adapting to changing shopping behaviors, and develop strategies to protect/increase net pricing in retail environments. Build a strong, agile sales team capable of handling evolving retailer and shopper dynamics.

This role reports to the Sales Director and manages a team of 6 National KAMs.

Your Profile

• Education: BComm Degree or suitable tertiary qualification.
• Experience: Minimum of 10 years Key Accounts experience in an FMCG company, with leadership experience in a team.
• Skills: Proficient in Microsoft Office (Excel, Word, PowerPoint).
• Abilities: High analytical capability, effective conflict management, strong negotiation skills.

A “can do” attitude/spirit: Must be an excellent verbal and written communicator with impressive presentation skills. An international mindset, open to change, with a holistic view. People person: gregarious, assertive, and tenacious. Solid management and inspirational leadership skills.

At Beiersdorf, we aim to help people feel good about their skin. For over 140 years, we've developed innovative skin and body care products for brands like NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and are committed to responsibility for consumers, employees, the environment, and society.

We value diversity and are committed to equal opportunities for all.

Additional information

Your responsible recruiter is Akash Sharma. Please apply online via the Beiersdorf Intranet by 22nd August 2025.