About the Company
Our client is a leading premium FMCG business focused on building a sustainable presence across national retail, forecourts, wholesalers, redistributors, e-commerce channels and selected premium on-trade accounts.
About the Role
They are seeking a commercially driven, relationship-focused Key Accounts Manager with a proven off-trade background and meaningful on-trade exposure to drive national listings, revenue growth and strategic customer relationships.
Responsibilities
- National Off-Trade Listings (Primary Focus)
Demonstrated experience working with major South African retailers, wholesalers, forecourts and trade partners, including:
- Shoprite Group (including Checkers and Checkers Sixty60)
- Pick n Pay Group (including PnP ASAP)
- Woolworths Food (including Woolies Dash)
- SPAR Group
- Massmart Group (Makro and Game)
- Forecourt & Convenience: Engen, Sasol, Shell Select, BP Express, FreshStop, Pick n Pay Express
- Wholesalers and redistributors including major beverage and FMCG distributors
Responsibilities include
- Securing new national and regional listings
- Expanding distribution and shelf share
- Negotiating commercial trading terms
- Managing retailer range review cycles
- Structuring promotional investments with measurable ROI
- Developing category growth strategies based on shopper insights
- On-Trade Account Development (Secondary Focus)
- Develop premium on-trade accounts including:
- Five-star hotels and lodges
- Premium restaurants
- Luxury hospitality groups
- Premium gyms and wellness centres
- Conference venues and corporate hospitality
Responsibilities include
- Securing strategic listings
- Building relationships with hospitality decision-makers
- Driving menu placement, activations and merchandising
- Managing commercial agreements and route-to-market strategies
- Revenue & Commercial Management
- Drive Net Sales Revenue growth
- Protect contribution margins
- Avoid unnecessary discounting
- Manage trade investment effectively
- Maintain an accurate sales pipeline
- E-Commerce & Digital Channels
Manage commercial relationships with
- Takealot
- Bottles
- Pick n Pay ASAP
- Checkers Sixty60
- Woolies Dash
- Online marketplaces
Responsibilities include
- Managing digital listings
- Understanding marketplace economics
- Supporting promotional calendars
- Optimising digital shelf presence
- Category Management & In-Store Execution
- Maintain retailer promotional calendars
- Present category growth opportunities
- Ensure planogram compliance
- Monitor pricing and merchandising execution
- Conduct regular store visits and audits
- Relationship Management
- Build long-term relationships with buyers, category managers and key decision-makers
- Conduct structured account reviews
- Monitor competitor activity and market trends
- Represent the business at industry events
- Cross-Functional Collaboration
Work closely with
- Marketing
- Operations
- Finance
- E-commerce teams to ensure strong commercial execution and customer satisfaction
Qualifications
- Matric
- Relevant tertiary qualification (preferred)
- Minimum 8 years' FMCG Key Account Management experience
- Proven national key account experience
- Demonstrated success securing national listings with major retail groups
- Existing buyer and category manager relationships
- Minimum 2 years' premium on-trade experience
- Strong commercial negotiation skills
- Valid driver's licence
- Own reliable vehicle
- Willingness to travel nationally
Required Skills
- Premium FMCG or beverage industry experience
- Premium bottled water, wine, spirits, coffee, juice or related categories
- E-commerce retail experience
- Trade investment and rebate management
- Established premium hospitality relationships
- Buyer-level commercial presentations
Preferred Skills
- Advanced negotiation skills
- Strong commercial and financial acumen
- Category management expertise
- Excellent relationship-building ability
- CRM pipeline management
- Strategic planning
- Strong presentation and communication skills
- Self-driven and results orientated
Pay range and compensation package
Competitive market-related salary
Performance-based incentive
Travel and tools of trade provided
