Key Account Manager

About the Role

A growing FMCG business, is seeking a commercially driven and relationship-focused Key Account Manager to manage and expand key retail partnerships. This is an exciting opportunity for a sales professional who understands the FMCG and retail landscape and has experience working with major retailers.

The successful candidate will be responsible for managing strategic customer relationships, driving revenue growth, identifying opportunities within existing accounts, and ensuring exceptional service delivery. This role requires strong commercial acumen, excellent negotiation skills, and the ability to work closely with customers and internal stakeholders to deliver business objectives.

Key Responsibilities

• Manage and grow relationships with key retail accounts.
• Drive sales growth and achieve monthly, quarterly, and annual revenue targets.
• Develop and implement account plans and customer growth strategies.
• Build strong relationships with key stakeholders within retail customers.
• Identify opportunities to increase product listings, distribution, and sales performance.
• Lead pricing discussions, promotional planning, and contract negotiations.
• Conduct regular account reviews, customer meetings, and business presentations.
• Monitor market trends, competitor activity, and customer performance.
• Analyse account performance and provide sales forecasts and pipeline reporting.
• Work closely with internal teams including supply chain, finance, production, and operations to ensure customer requirements are met.
• Ensure excellent customer service, account retention, and long-term partnership growth.

Minimum Requirements

• Proven experience as a Key Account Manager, Account Manager, or similar sales role.
• Experience working within the FMCG industry.
• Experience managing retail customers and key accounts.
• Strong understanding of pricing strategies, promotions, and commercial negotiations.
• Demonstrated ability to achieve revenue and growth targets.
• Excellent relationship-building and stakeholder management skills.
• Strong communication, presentation, and negotiation abilities.
• Ability to manage multiple accounts and priorities simultaneously.
• Proficient in Microsoft Office, particularly Excel and PowerPoint.
• Experience using CRM systems.
• Valid driver’s licence and own reliable transport.

Preferred Experience

• Experience managing major retail accounts such as Checkers, Pick n Pay, Spar, Shoprite, Woolworths, Massmart, or similar retailers.
• Strong understanding of retail buying cycles and promotional planning.
• Experience conducting joint business planning and customer reviews.
• Exposure to forecasting, sales reporting, and performance analysis.

Qualifications

• Diploma or Degree in Sales, Marketing, Business Management, or a related field.
• 3-5 years’ experience in account management, business development, or retail sales.

Ideal Candidate

The ideal candidate is commercially astute, highly relationship-driven, and passionate about growing customer accounts. They should have experience working with retail customers in an FMCG environment and possess the ability to identify opportunities, drive sales growth, negotiate effectively, and maintain long-term customer partnerships.