About this role
Key Account Manager A leading international FMCG organisation is seeking a well-seasoned Key Account Manager to manage a portfolio of B2B retail accounts. If you are passionate about building long-term strategic partnerships while delivering on both parties’ commercial objectives, this role is for you. Retail works 3-6 months ahead, so the role calls for high-level planning, sharp analytics, strong execution and meticulous attention to detail. You will engage with buyers at head office level across major South African retail and e-commerce accounts, and you will be directly involved in pricing decisions and deals. The role Strategic planning and account management Take part in annual strategic planning through a cross-functional team process Create an annual business plan for each key account, covering deals, forecasting, promotions, marketing initiatives and the budget needed to achieve KPIs and maximise ROI Submit account plan proposals aligned to jointly developed channel strategies, with input on brand, trade activation, promotions, sales performance and projections Finalise plans through the ASP approval process and present tactical initiatives to stakeholders Manage accounts through the trading terms process and regular KPI-driven business reviews Build strong, lasting relationships with key account stakeholders Source new customers to grow the business Promotions, deals and pricing Plan promotions, marketing themes and deal pricing by quarter with buyers, 3-6 months in advance Structure pricing and deals while working with the buyer’s marketing team on in-store, online, digital and social execution Build deals around retail themes and marketing calendars, factoring in retail prices, internal and external margins and end-user discounts Ensure promotions go live on the due date and are executed successfully Maintain yearly customer marketing calendars New product listings Build full product knowledge and sell on features and benefits Create presentations and pitch new products to buyers to secure in-store and online listings Complete listing documents accurately and follow up to ensure correct listing, forecasting, ordering, pricing and online visibility by launch Keep product information on retailer portals up to date Data, reporting and performance Analyse monthly sales in and out, stock levels, days cover, forecasts, slow movers, dormant and discontinued stock, and top and underperforming stores Pull data from customer portals and turn it into reports that identify problems, solutions and opportunities, with corrective action Track planned versus actual ROI and quarterly targets Log all customer tasks and updates in the CRM (Monday.com) and customer calendars Complete meeting reports with action items and next meeting dates Collaboration and customer care Manage and monitor merchandisers where applicable, holding monthly meetings with the merchandising company’s account manager Communicate progress on monthly and quarterly initiatives to internal and external teams Maintain high customer satisfaction and keep customers’ online stores up to date with correct descriptions and images Gain exposure to the marketing and new product development divisions You bring 5+ years’ FMCG retail experience, including 4+ years in key account management Proven key account planning experience with major South African retailers, including health and beauty, grocery, general merchandise, electronics, furniture and online marketplaces A tertiary qualification in Marketing or Sales (IMM, B-degree or equivalent) is an advantage Strong negotiation skills and the ability to follow through on commitments and customer orders A bright, analytical mind that turns sales data into better solutions Experience extracting data and reports from retailer portals (sales, stock on hand, forecasting) Advanced Excel and PowerPoint skills; CRM or task management tool experience (e.g. Monday.com) advantageous Excellent verbal and written communication, with the ability to handle difficult buyers and engage at senior levels The ability to manage multiple accounts, plan 3-6 months ahead and manage time effectively A self-motivated, collaborative team player with excellent planning skills Exceptional attention to detail, which is critical to this role Please consider you application unsuccessful if you do not get feedback in two weeks.