Key Account Manager

SUMMARY:
The Key Account Manager is responsible for managing, growing, and retaining key national and regional foodservice accounts. This role focuses on driving sales growth, maintaining strong customer relationships, executing strategic negotiations, and ensuring excellent service delivery across all assigned accounts.

POSITION INFO:

Job Purpose

The Key Account Manager is responsible for managing, growing, and retaining key national and regional foodservice accounts. This role focuses on driving sales growth, maintaining strong customer relationships, executing strategic negotiations, and ensuring excellent service delivery across all assigned accounts.

Key Responsibilities

Sales & Commercial Performance

• Target Achievement: Meet agreed budgets and sales targets while maximizing turnover, margin, profitability, and sustainable growth across assigned accounts.
• Strategic Growth: Develop and implement sales growth strategies aligned with organizational objectives and long-term business plans.
• Reporting & Analysis: Prepare and present comprehensive weekly and monthly reports covering sales performance, margins, profitability, budgets, and cost variances.
• Corrective Action: Identify barriers preventing the achievement of budgeted expectations and provide actionable feedback to implement corrective measures.

Account & Relationship Management

• Client Retention: Build, develop, and sustain strong, long-term relationships with key customers to retain business and minimize competitive risk.
• Tailored Solutions: Develop a thorough understanding of customer needs, requirements, and operational challenges to proactively propose mutually beneficial solutions.
• Communication Hub: Act as the primary communication link between key accounts and internal operations.
• Issue Resolution: Manage customer complaints professionally and resolve issues efficiently to maintain high levels of trust and loyalty.

Operations, Stock & Supply Chain Management

• Service Delivery: Ensure accurate and timely delivery of products and services to customers.
• Claim Management: Manage returned goods and process commercial claims timeously.
• Stock Optimization: Monitor stock availability and shortages, providing regular feedback to customers and management while ensuring portfolio stock targets are achieved.
• Demand Forecasting: Oversee stock holdings at depots and distribution centres, including replenishment planning and forecasting future demand to maintain optimal stock levels.
• Efficiency Improvement: Implement process improvements to maximize operational efficiency within the assigned portfolio.

Market Intelligence & Portfolio Development

• Metrics & Analytics: Prepare regular progress reports, demand forecasts, and key performance metrics for internal planning teams and clients.
• Market Insights: Analyse competitor activity and market trends, delivering structured insights to management.
• Commercial Negotiation: Negotiate pricing, promotions, and product listings in alignment with commercial strategies while continuously optimizing the SKU range.

Team Leadership & Development

• Staff Support: Manage, develop, and support sales representatives to ensure effective customer servicing, budget achievement, and relationship management.
• Feedback & Culture: Provide structured weekly and monthly performance feedback while fostering a collaborative, positive team environment.

Key Performance Areas (KPAs)

• Sales growth and profitability of key accounts.
• Customer retention and satisfaction metrics.
• Accurate demand forecasting and optimal stock management.
• Successful commercial negotiations and listing management.
• New business development within existing and prospective accounts.

Experience & Qualifications

• Experience: Minimum of 3–5 years of experience in FMCG Key Account Management.
• Industry Knowledge: Prior experience within the foodservice channel or the seafood industry is highly advantageous.
• Qualifications: Matric (Grade 12) combined with a mandatory Degree in Sales and/or Marketing.
• Systems Proficiency: Strong proficiency in SAP or similar ERP systems.
• Travel: Ability and willingness to travel locally as required.