Key Account Manager - National Retail Accounts

About the Role

Our client, a prominent FMCG company with a strong national presence, is actively searching for an accomplished Key Account Manager to spearhead their relationships with major retail partners. This critical role, based in Pretoria, Gauteng , will be instrumental in driving sales growth, ensuring optimal product placement, and fostering long-term strategic partnerships. The ideal candidate will possess extensive experience in managing large retail accounts within the FMCG sector, demonstrating a proven ability to negotiate, influence, and achieve ambitious sales targets. This position offers a unique opportunity to work with a diverse portfolio of market‑leading brands and to contribute directly to the commercial success of our client in the dynamic South African retail landscape. You will be at the forefront of commercial strategy, playing a key role in how our products are presented and sold across the nation’s leading retail channels, with a focus on the Pretoria region and its surrounding markets.

Key Responsibilities

• Develop and execute strategic account plans to achieve and exceed sales objectives for assigned key accounts.
• Build and maintain strong, long‑lasting relationships with key stakeholders at national retail chains.
• Negotiate trade terms, promotions, and listing agreements to maximize profitability and market penetration.
• Analyze sales data, market trends, and competitor activities to identify growth opportunities and challenges.
• Collaborate with internal teams (marketing, supply chain, finance) to ensure effective execution of account plans and promotional activities.
• Develop and deliver compelling sales presentations to key retail partners.
• Manage the forecasting process for key accounts, ensuring accuracy and alignment with supply chain capabilities.
• Resolve customer issues and complaints promptly and effectively, ensuring customer satisfaction.
• Identify opportunities for new product introductions and expanded distribution within key accounts.
• Stay informed about industry developments and best practices in key account management.

Requirements

• Bachelor's degree in Sales, Marketing, Business Management, or a related discipline.
• A minimum of 6 years of proven experience as a Key Account Manager, specifically within the FMCG industry, managing large national retailers.
• Demonstrated success in achieving and exceeding sales targets through strategic account management.
• Exceptional negotiation, influencing, and relationship‑building skills.
• Strong analytical and problem‑solving abilities, with proficiency in sales data analysis.
• Excellent communication and presentation skills, with the ability to articulate complex strategies clearly.
• Experience with sales forecasting and budget management.
• Proficiency in CRM software and MS Office Suite.
• A deep understanding of the retail environment in Gauteng and the broader South African market.
• Ability to travel as required to meet with key clients and attend industry events.

Benefits

• Competitive base salary with attractive commission structure.
• Performance‑driven incentives and bonuses.
• Company car or car allowance.
• Comprehensive medical aid and provident fund.
• Opportunities for continuous learning and professional growth.
• Exposure to leading brands and innovative retail strategies.
• A dynamic and results‑oriented work culture.
• Regular performance reviews and feedback sessions.
• Potential for advancement within the sales leadership team.
• Relocation assistance may be considered for exceptional candidates relocating to Pretoria .

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