Regional Key Accounts Manager - KZN

The HEINEKEN Company; Durban; On-site; ZAR 650,000 - 950,000; Full time

Job summary

The HEINEKEN Company in Durban is seeking a Regional Key Accounts Manager to lead regional sales strategies and manage relationships with key accounts. You will focus on achieving targets and driving revenue growth by tailoring strategies for major clients.

You will develop a deep understanding of each key account’s business model, negotiate favorable terms, and collaborate with marketing and logistics to deliver outstanding service and results.

Qualifications

• Minimum of 5 years market experience in Key Account management, revenue management, channel management or related fields.
• Experience in FMCG and/or alcoholic beverages is advantageous.
• Strong knowledge of key account practices, relationship management and profitability management.

Responsibilities

• Develop and implement regional key account sales strategies to achieve targets.
• Identify and target regional key accounts and build relationships with decision makers.
• Understand each regional key account's business model, needs and requirements.
• Build trust with a portfolio of major clients and expand relationships.
• Negotiate and close sales contracts favorable to the company.
• Collaborate with marketing and logistics to meet customer needs and sales objectives.
• Conduct market research to stay updated on industry trends and inform strategies.
• Prepare and present sales reports including forecasts and customer analyses.
• Ensure compliance with laws, regulations, and company policies.
• Ensure timely delivery of products and services to customers.
• Act as the communication link between key customers and internal teams.
• Resolve issues and complaints to maintain trust.

Skills

Key account management

Sales strategy

Negotiation

Relationship management

Team leadership

Presentation skills

Market research

Commercial awareness

Education

Relevant tertiary qualification

Job description

Function: Sales

Location: Durban

Job Grade: 20

Reporting to position: Key Accounts Director: RTM

Closing date: 10 September 2026

Purpose of the job

The purpose of the Regional Key Accounts Manager is to manage the sales activities and relationships with key accounts in the assigned region(s), with a focus on achieving sales targets and driving revenue growth through the implementation of appropriate and unique strategies for these key accounts. The Regional Key Accounts Manager will be responsible for developing and implementing sales strategies and building and maintaining strong relationships with regional key account customers.

Key Responsibilities

• Develop and implement regional key account sales strategies to achieve sales targets and drive revenue growth in the assigned region.
• Identify and target key accounts in the region and build strong relationships with key decision makers.
• Develop and maintain an in-depth understanding of each regional key account's business model, needs, preferences and requirements.
• Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.
• Negotiate and close sales contracts with regional key accounts, ensuring that terms and conditions are favorable to the company.
• Collaborate with other departments, including marketing and logistics, to ensure that customer needs are met and that sales objectives are achieved.
• Conduct regular market research to stay up to date with industry trends and customer needs and use this information to inform regional key account sales strategies.
• Prepare and present sales reports, including sales forecasts, sales activity reports, and customer analysis reports.
• Ensure that all activities are conducted in compliance with all relevant laws, regulations, and company policies.
• Ensure the correct products and services are delivered to customers in a timely manner.
• Serve as the link of communication between key customers and internal teams.
• Resolve any issues and problems faced by regional key account customers and deal with complaints to maintain trust.
• Develop and implement the most effective consumer touch points and the resulting cost-efficient communication mediums for the brand to influence its consumers (ATL, POS, ROI, Sponsorships, Events, brand home)
• Manage and grow profitability and market share in respect of specific accounts.

Education

• Relevant tertiary qualification in Business, Marketing, or a related field.

Experience

• Minimum of 5 years market experience in Key Account, Business Management, Revenue Management, Channel Management and/or Financial Management.
• FMCG and/ or alcoholic beverages industry experience is advantageous.
• Sound knowledge of Key Account practices and procedures.
• Successful track record in relationship management.
• Above average business acumen, commercial accounting, and profitability management skills
• Strong knowledge of sales principles and practices, particularly in relation to key account management.
• Experience managing a team of sales representatives.
• Strong negotiation and presentation skills.
• Strong attention to detail and accuracy.
• Ability to work independently and as part of a team.