Key Responsibilities

• Develop and implement strategic business plans for each Key Account, aligned to the customer's objectives and our company's growth strategy.
• Develop individual strategies and growth plans for each product group, identifying opportunities to increase turnover, ranging, market share and profitability.
• Build and maintain strong relationships with senior buyers, category managers and key decision-makers.
• Engage with buyers at a strategic and commercial level, understanding their business, challenges, targets and requirements.
• Lead range reviews, product presentations, negotiations, promotions and annual trading discussions.
• Identify opportunities for new products, new ranges, additional stores, increased ranging and improved product positioning.
• Analyse sales performance, margins, stock levels, ranging and market opportunities and translate this information into actionable strategies.
• Prepare and present professional account reviews, business plans, forecasts and commercial proposals.
• Negotiate pricing, promotions, rebates, trading terms and other commercial agreements while protecting company profitability.
• Work closely with internal Sales, Production, Planning, Logistics and Finance teams to ensure customer commitments can be delivered.
• Monitor competitor activity and market trends and use these insights to develop account and product strategies.
• Take full ownership of account performance, from strategy through to execution.
• Identify risks within each account and proactively develop plans to address them.

• 5+ years' proven Key Account Management experience, preferably within national retail, building materials, home improvement, hardware, manufacturing or a related environment.
• Strong existing knowledge of the South African retail buying environment.
• The confidence and commercial maturity to sit across the table from a senior buyer and converse at their level.
• Proven experience developing business plans, account strategies and product strategies.
• Strong commercial and negotiation skills.
• Excellent understanding of pricing, margins, promotions, ranging and profitability.
• Strong analytical and presentation skills.
• The ability to turn sales data and market information into clear commercial actions.
• Excellent communication and relationship-building skills.
• A strong sense of ownership, accountability and urgency.
• The ability to operate strategically while remaining close enough to the detail to ensure execution.

Minimum Requirements

• Relevant tertiary qualification in Sales, Marketing, Business Management or a related field will be advantageous.
• Proven Key Account Management experience within the South African retail environment.
• Demonstrated experience managing major national retail accounts.
• Valid driver's licence.
• Strong Microsoft Office skills, particularly Excel and PowerPoint.