National Key Account Manager Retail Sales


An established company in the FMCG sector is looking for a National Key accounts manager/Head of Retail sales to be based either in Cape Town or Johannesburg. The successful candidate will work remotely most of the time.


  • Management, leadership, and development of sales staff including regional key accounts managers and sales reps.
  • Manage the key accounts with current major retail customers to grow brand visibility, forward share, and sales
  • Support the achievement of the company volume, market share, revenue and profitability goals
  • Build and maintain strong relationships with current and new FMCG customers and achieve preferred supplier perception
  • Manage the company’s 3rd party sales/merchandising/distribution partners as well as negotiate annual rates/escalations.
  • Develop effective sales/key account and channel strategies for current and new customers.
  • Drive and manage the effective implementation of in-store as well as above-the-line promotional campaigns within the retail space and make sure the company generates adequate sales and ROI for all campaigns
  • Effective communication regarding the sales and trading environment with other functions to ensure that the company is up to speed with all market developments
  • Facilitate the relationship between demand planning/forecasting in order to ensure forecast accuracy and excellent service levels to customers
  • Monitor and report on competitor activities and make recommendations regarding pricing, new product ideas, etc
  • Report on and manage all out of stocks, merchandising issues as well as other operational issues that may arise
  • Analysis of retailer data (both company and competitor sales data) and report all opportunities and threats
  • Assistance with customer complaint resolution as and when required
  • Negotiate pricing/deals/promotions/trading terms with customers making sure that these fall in line with the company’s pricing/margin/growth strategy
  • Managing the execution of promotions and monitoring and reporting the ROI for all relevant promotions
  • Monthly reporting on sales growth per region per customer highlighting any issues and advising on corrective action
  • Ensure that the right products are sold to the right markets in order to maximize sales and minimize returns
  • Introduction of and presentation of all new product lines to National/Regional buyers and negotiating the relevant listings
  • Maintaining price lists and deal sheets, indicating gross and net pricing
  • Assistance with and management of all claims/pricing queries
  • Communicate all deals/promotions with key accounts customers to sales and merchandising agencies and manage the implementation thereof


  • Minimum 5 years experience handling large FMCG key accounts within the retail space
  • Fully PC literate – Excel and PowerPoint skills must be advanced
  • 3-year business/marketing degree or similar
  • Highly numerically inclined
  • Excellent communicator
  • Someone who is a great finisher and follows through on tasks
  • Self-motivated can operate autonomously but also works well in a team environment
  • Valid driver’s license and own car
  • Clear criminal record
  • Good contactable references
  • Willingness to travel frequently

Please send your CV to

Should you not receive correspondence from us within one week of the closing date please consider your application unsuccessful.

Closing date: 20 July 2022


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