National Key Accounts Manager

Job Description:

CUSTOMERS:

1. Strategic Account Management:

• Develop and execute Joint Business Plans (JBPs) for all strategic customers.
• Build executive-level customer relationships.
• Lead annual account planning and customer growth strategies.
• Identify opportunities for share growth and category expansion.
• Develop customer-specific value propositions.
• Manage long-term strategic partnerships.

2.  Commercial & Revenue Growth Management

• Manage customer profitability and margin performance.
• Lead annual pricing negotiations.
• Optimize customer trade spend and promotional investments.
• Conduct customer P&L reviews.
• Develop pricing strategies aligned to market conditions.

3. New Business Development

• Build and manage a strategic opportunity pipeline.
• Identify new market and channel opportunities.
• Lead tender submissions and commercial proposals.
• Secure long-term supply contracts.
• Expand regional customer footprint across Southern Africa.

4. Sustainability & ESG

• Drive RSPO-certified product growth.
• Support customer sustainability initiatives.
• Promote NDPE and responsible sourcing commitments.
• Participate in sustainability audits and customer reviews.
• Identify sustainability-related growth opportunities.

5. Customer Service Excellence

• Drive world-class service levels.
• Resolve customer complaints and root causes.
• Conduct quarterly business reviews.
• Monitor customer performance scorecards.

FINANCE:

Financial Management:

• Manage the finances of the Section
• Manage risk in own work/business environment
• Authorise expenditure as per LOA
• Prepare and manage the sales forecast budget and manage against the budget
• Protect company assets (working capital & fixed assets)
• Ensure all trading rebate documents are up to date and accurate
• Manager / assist with accounts receivables/collections  

Sales Budget:

• Achieve the annual Sales Budget

PROCESS:

Sales Strategy:

• Develop the Sales strategy and align to the business strategy
• Develop and manage customer strategies to meet business objectives
• Assess gaps, competitor activities and opportunities in the market
• Measure all aspects of the strategy implementation
• New business development ongoing and measured via score card
• Sign, Monitor and measure B2B customers and reporting

Sales Planning:

• Formulate and design customer service delivery systems and processes
• Develop the best route to market and the channel plan for all customer segments to achieve the targeted service levels
• Develop and implement customer activity plans to reach agreed sales targets and monitor and review customer activity plans
• Plan customer service callage (monthly sales plan)
• Gather and provide relevant information to contribute to Sales and Marketing activities
• Analyse data and update sales activities and action plans

Sales Forecasting:

• Provide and consolidate Sales Forecasts and forward to Planning
• Allocate appropriate stock covers by region (and by customer)

Sales Management:

• Negotiate and manage Trading Term Agreements and relevant pricing strategies (list price increases, cycle and promotional deals, strategic pricing, etc.)
• Liaise with the Customer Service Department for orders and deliveries
• Manage all operational activities within the channel (promotions, price increases, deals, listings, merchandising, etc.)
• Implement sales activity plans within the channel (promotions, price increases, deals, listings, merchandising, etc.) to meet agreed deadlines
• Actively pursue new business opportunities
• Present the range of products and services to customers and close deals with customers
• Check that the product range is represented in the market
• Investigate product related complaints
• Manage B2B reporting and feedback to customers
• Manage, Monitor and measure AR collection

Brand Development:

• Implement and manage brand, product and service promotions

Research and Development Innovation:

• Liaise with R&D Innovation, Marketing and Manufacturing for new product development
• Work with customers in developing and manufacturing new innovations within their current and future product range
• Identify innovation opportunities
• Communicate product specification changes to customers
• Analyse and interpret data and marketing information

Lean 6-Sigma:

• Implement Lean 6 Sigma projects and initiatives
• Benchmark Sales processes against Best Practices
• Identify and generate alternative opportunities for process/systems improvements

Reporting:

• Ensure that sales reports and prepared and discussed with customers
• Ensure that live customer feedback is done via honeybee

People Management:

• Manage people in regions in line with our strategy and company values
• Goal setting and measurement of people
• AR management within region
• Planning, measuring and monitoring of sales targets vs actual

Minimum qualification: Matric

Advantageous qualification: Sales & Marketing degree/diploma

Experience: 5 - 10 years relevant experience in a related role within the food marketing and sales environment

To apply, please submit your resume and cover letter outlining your interest for this role.