Key Account Manager

A Key Account Manager (KAM) in the South African Fast-Moving Consumer Goods (FMCG) sector manages commercial relationships with major national retail accounts. This position is fully based at the corporate head office in Johannesburg, South Africa. The role requires direct strategic management of Tier-1 retail groups.

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Core Responsibilities

• Account Strategy: Develop and execute joint business plans (JBPs) to hit volume, revenue, and margin targets across designated retail groups.
• Trading Terms: Lead complex commercial negotiations, including annual trading terms, rebate structures, confidential allowances, and distribution fees.
• Category Growth: Collaborate with internal category management teams to pitch data-driven range extensions and optimize shelf share.
• Promotional Planning: Design and implement national promotional calendars, tracking return on investment (ROI) for all trade spend.
• Supply Chain Alignment: Partner with demand planning to ensure high stock availability, minimizing out-of-stock (OOS) occurrences at store level.
• Financial Management: Manage the allocated trade budget, resolve pricing claims, and maintain strict control over promotional spend accounts.

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Required Experience & Qualifications

• Education: Bachelor’s degree in Commerce, Marketing, Business Management, or a related tertiary qualification.
• Experience: Minimum of 4 to 6 years of national sales experience strictly within a manufacturing or principal FMCG environment.
• Account Exposure: Proven track record of directly managing buying teams at Shoprite, Pick n Pay etc.
• Data Proficiency: Advanced capability analyzing market data platforms, specifically NielsenIQ
• Mobility: Valid South African driver’s license and willingness to travel locally to regional distribution centers or retail offices.

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Key Competencies & Skills

• Negotiation: High-level commercial negotiation skills with a deep understanding of South African retail margins and rebate systems.
• Financial Acumen: Strong mastery of profit and loss (P&L) variables, cost-to-serve models, and trade investment metrics.
• Relationship Building: Ability to influence corporate retail buyers, category managers, and internal cross-functional supply teams.
• Problem Solving: Resilience and agility to manage fast-moving supply chains, pricing disputes, and sudden shifts in consumer demand.