Key Account Manager - FMCG  (must have Tobacco or Alcohol industry experience)

Job Position: Key Account Manager – FMCG (must have Tobacco or Alcohol industry experience)

Ref: 5237

Location: Cape Town

Salary: Market-related, commensurate with qualification and experience + performance incentive

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Our client is looking for a commercially sharp National Key Account Manager to own and grow a portfolio of strategic retail accounts across nationally. This is a hands-on, target driven role for someone who knows the South African grocery, retail and convenience trade, can hold their own in a trading-terms negotiation, and can turn a category opportunity into a joint plan that delivers volume, value, and share. You will be the commercial face of our brands to your accounts building senior relationships, managing the full P&L of your portfolio, and working cross-functionally with trade marketing, supply chain, finance and sales to make sure we win at the shelf

Qualifications / Requirements:

• 5 to 7 years’ key account or national account management experience within FMCG, ideally with direct exposure to major SA retail and wholesale customers
• Relevant tertiary qualification (Commerce, Marketing, Business, or similar)
• Postgraduate qualification is an advantage but not essential
• A demonstratable track record of hitting or exceeding sales and margin targets and of running successful joint business plans
• Strong commercial and financial acumen comfortable owning a P&L, modelling trade spend, and understanding the levers of net revenue
• Proven negotiation experience, including annual trading terms and promotional planning
• Existing relationships in the grocers and forecourt channels with the relevant buyers

Skills and competencies:

• Confident relationship builder who can operate from buyer level up to senior commercial stakeholders
• Analytical and data-literate able to interpret scan/category data and turn it into a clear selling story
• Strong planning, forecasting, and organisational discipline
• Resilient, self-driven, and able to manage competing priorities under pressure
• Excellent communication and presentation skills
• Advanced Excel; experience with category tools (Nielsen/IRI) and a CRM or ERP system is an advantage

Other requirements:

• Valid driver’s licence and own reliable transport; willingness to travel to accounts and trade as required
• Based in Cape Town area

Key Performance Areas:

• Own the end-to-end relationship and commercial performance of a defined portfolio of key accounts (e.g. Shoprite/Checkers, Pick n Pay, SPAR, ENGEN, Massmart, Freshstop or independent/wholesale)
• Develop and execute annual joint business plans (JBP’s) that deliver agreed targets for volume, net revenue, margin, and market share
• Negotiate annual trading terms, promotional grids, listing fees, and rebates within agreed commercial guardrails
• Build accurate demand forecasts by account and SKU, and partner with supply chain to maintain service levels and minimise out-of-stocks
• Plan, sell in, and evaluate promotions and new product launches; track rate of sale and post-promotion ROI
• Manage range, listings, and shelf/category presence using category data to build fact-based recommendations
• Own the account P&L — track trade spend, manage the promotional budget, and protect margin while driving growth
• Conduct regular business reviews with buyers and category managers, and resolve trading, pricing, and supply issues proactively
• Work with marketing and sales to deliver in-store activation, point-of-sale, and merchandising that maximises visibility
• Report on account performance, forecasts, and risks/opportunities to commercial leadership

Our client is looking for a commercially sharp National Key Account Manager to own and grow a portfolio of strategic retail accounts across nationally. This is a hands-on, target driven role for someone who knows the South African grocery, retail and convenience trade, can hold their own in a trading-terms negotiation, and can turn a category opportunity into a joint plan that delivers volume, value, and share. You will be the commercial face of our brands to your accounts building senior relationships, managing the full P&L of your portfolio, and working cross-functionally with trade marketing, supply chain, finance and sales to make sure we win at the shelf

Qualifications / Requirements:

• 5 to 7 years’ key account or national account management experience within FMCG, ideally with direct exposure to major SA retail and wholesale customers
• Relevant tertiary qualification (Commerce, Marketing, Business, or similar)
• Postgraduate qualification is an advantage but not essential
• A demonstratable track record of hitting or exceeding sales and margin targets and of running successful joint business plans
• Strong commercial and financial acumen comfortable owning a P&L, modelling trade spend, and understanding the levers of net revenue
• Proven negotiation experience, including annual trading terms and promotional planning
• Existing relationships in the grocers and forecourt channels with the relevant buyers

Skills and competencies:

• Confident relationship builder who can operate from buyer level up to senior commercial stakeholders
• Analytical and data-literate able to interpret scan/category data and turn it into a clear selling story
• Strong planning, forecasting, and organisational discipline
• Resilient, self-driven, and able to manage competing priorities under pressure
• Excellent communication and presentation skills
• Advanced Excel; experience with category tools (Nielsen/IRI) and a CRM or ERP system is an advantage

Other requirements:

• Valid driver’s licence and own reliable transport; willingness to travel to accounts and trade as required
• Based in Cape Town area

Key Performance Areas:

• Own the end-to-end relationship and commercial performance of a defined portfolio of key accounts (e.g. Shoprite/Checkers, Pick n Pay, SPAR, ENGEN, Massmart, Freshstop or independent/wholesale)
• Develop and execute annual joint business plans (JBP’s) that deliver agreed targets for volume, net revenue, margin, and market share
• Negotiate annual trading terms, promotional grids, listing fees, and rebates within agreed commercial guardrails
• Build accurate demand forecasts by account and SKU, and partner with supply chain to maintain service levels and minimise out-of-stocks
• Plan, sell in, and evaluate promotions and new product launches; track rate of sale and post-promotion ROI
• Manage range, listings, and shelf/category presence using category data to build fact-based recommendations
• Own the account P&L — track trade spend, manage the promotional budget, and protect margin while driving growth
• Conduct regular business reviews with buyers and category managers, and resolve trading, pricing, and supply issues proactively
• Work with marketing and sales to deliver in-store activation, point-of-sale, and merchandising that maximises visibility
• Report on account performance, forecasts, and risks/opportunities to commercial leadership

Market-related, commensurate with qualification and experience + performance incentive