Key Account Manager

3 days ago

Johannesburg, Gauteng, South Africa HR Genie Full time

Our client is seeking a Key Account Manager to join their team based in Windhoek, Namibia. Reporting to the Sales Director, the Retail Key Account Manager (KAM) will drive strategy and execution within the growing grocery and convenience store channels in Windhoek, Namibia. The KAM will manage an independent brand portfolio through a secondary route-to-market (RTM), working collaboratively to ensure these channels deliver significant growth opportunities. The role requires a strong background in field sales and a passion for engaging with customers, coaching, and learning in a hands-on environment. A critical focus will be on building relationships with distributors and sales partners, prioritizing key accounts in grocery and convenience stores. Responsibilities include managing head office and store-level relationships to achieve business objectives.

Responsibilities:

Distributor Management:

  • Develop and implement annual business plans in partnership with the distributor, including planogram development for key retailers.

  • Train and guide distributors on brand strategy, positioning, and execution.

  • Conduct in-market sales visits and coaching sessions with distributor sales teams.

  • Track and evaluate distributor performance using scorecards.

  • Deliver product education sessions and develop promotional materials for in-store use.

Customer Engagement:

  • Collaborate on customer meetings and pitches led by the distributor.

  • Build and maintain strong relationships with key stakeholders in grocery and convenience store accounts.

  • Understand customer sales calendars to identify listing, promotional, and trade opportunities.

  • Conduct regular in-market visits to both store and head office levels (minimum two days per week).

  • Monitor competitive activity within the market.

Financial Management:

  • Meet or exceed annual volume and financial KPIs.

  • Manage the budget for grocery and trade activities within the region.

  • Oversee and allocate sampling budgets for independent brands.

Process Management:

  • Collaborate with the S&OP team to monitor sales and inventory, ensuring accurate forecasting and stock availability.

  • Support planning and execution of new product launches and innovations.

  • Provide monthly updates on business performance to the management team.

  • Utilize tools and processes to improve sales forecasting, execution, and in-store activation.

Measures of Success:

  • Achievement of retail volume and market share targets.

  • Exceeding annual gross profit goals.

  • Strong distributor execution based on scorecard evaluations.

Skills:

  • Strong presentation and project management skills.

  • Ability to manage multiple priorities effectively.

Qualifications:

  • University or college degree in Business or Marketing.

  • 35 years of experience in a consumer goods sales role, preferably within the alcohol industry.

  • Proven ability to engage with senior-level stakeholders in key accounts.

  • Experience managing distributors is an asset.

  • Willingness to travel and work flexible hours, including evenings and weekends when necessary.

  • Proficiency in English is required; Afrikaans is an advantage

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