National Key Account Manager

Key Responsibilities

National Account Management & Business Growth

• Manage and grow relationships with major national retail groups, wholesale customers, food service distributors, and food chains.
• Build strong strategic partnerships with buyers and senior decision-makers.
• Develop and implement annual key account plans aligned to company objectives.
• Deliver agreed sales volume, revenue, margin, and profitability targets.
• Identify and secure new business opportunities within existing and new customer channels.
• Expand national customer penetration and market share.

Commercial Management

• Lead negotiations relating to pricing, annual increases, rebates, promotional agreements, and trading terms.
• Optimise promotional investment and trade spend to maximise return on investment.
• Monitor and analyse account performance, profitability, and growth opportunities.
• Evaluate business gains, losses, and account performance trends.
• Drive effective SKU rationalisation and category optimisation initiatives.
• Ensure accurate forecasting and alignment with supply chain and production planning.

Strategic Planning & Execution

• Contribute to national sales and trade marketing strategies.
• Implement customer-specific growth initiatives and category plans.
• Drive successful execution of product launches, product renovations, and promotional campaigns.
• Collaborate with customers on long-term growth strategies, including both branded and private-label opportunities.
• Ensure effective execution and implementation across all national accounts.

Reporting & Analysis

• Maintain accurate account reporting and performance tracking.
• Manage national customer pricing structures and ensure accurate system maintenance.
• Utilise data and business intelligence to identify opportunities and improve performance.
• Provide regular commercial insights and recommendations to senior leadership.

Stakeholder & Team Management

• Work closely with Sales, Operations, Trade Marketing, Business Intelligence, and Supply Chain teams.
• Build strong relationships with internal and external stakeholders across multiple business functions.
• Support and lead teams involved in servicing national and wholesale customers.
• Ensure customer requirements are aligned with operational capabilities and inventory planning.
• Oversee field-based account activities and related resources.

Minimum Requirements

• Relevant tertiary qualification (Commercial, Business, Marketing or related field preferred).
• Minimum 8–10 years' experience within FMCG sales, key account management, wholesale management, or channel management.
• Demonstrated success managing major national retail accounts in South Africa.
• Strong commercial acumen with excellent analytical and numerical skills.
• Proven ability to negotiate at executive and boardroom level.
• Strong presentation, communication, and relationship-building skills.
• Experience developing and executing strategic account plans.
• Ability to influence senior stakeholders and drive business growth.
• Strong organisational, planning, and problem-solving abilities.
• Experience leading teams and managing cross-functional relationships.
• Self-driven, results-oriented, and highly commercially focused.
• Valid driver's licence and own reliable vehicle.
• Willingness to travel extensively throughout South Africa.
• Based in Cape Town (preferred) or Johannesburg.

Remuneration & Benefits

Guaranteed Package

• Basic Salary: R60,000 per month
• Pension Contribution: R7,500 per month
• Medical Aid Contribution: R7,500 per month

Total Cost to Company: R75,000 per month

Additional Benefits

• Cell Phone Allowance
• Petrol / Travel Allowance
• Permanent Employment Opportunity
• Exposure to leading national retail and wholesale customers
• Opportunity to play a key role in a growing and established FMCG business