FMCG Regional Key Accounts Manager

We are a Supply Chain and Sales & Merchandising partner adding value to your business through a fully integrated, temperature-controlled network in Southern Africa.

But we are also more than that. We are people serving people. While we boast the best in tech and infrastructure, our people are our greatest resource. With our skilled, curious, can-do people at the forefront, our assets become your assets, our service your solutions.

Vector's vehicle fleet includes a food industry first in 'multi-temperature' vehicles enabling the company to service business across frozen, chilled and ambient temperature zones on a single delivery.

Job Purpose

To develop and grow the FMCG customer base, aligning with company strategies to achieve sales and profitability targets.
To manage and nurture key account relationships by understanding and addressing their commercial and logistical needs.
To act as a key representative of the customer within the company and provide leadership in developing and executing customer-specific business plans.
To optimise pricing, promotions, and category performance while ensuring profitability and shopper satisfaction.

Key Responsibilities

Strategic Account Management:

Develop and implement account strategies in line with the company's growth objectives.

Serve as the primary contact for assigned key accounts, ensuring effective communication and collaboration.

Conduct regular performance reviews and develop tailored solutions to meet both customer and company needs.

Build and maintain strong, strategic relationships with customers at all levels.

Sales and Profitability:

Drive sales volume, revenue, and margin growth for assigned accounts.

Identify and pursue new business opportunities, including line extensions and channel expansions.

Negotiate terms, pricing, and promotions to maximize profitability while meeting customer needs.

Monitor trade spend investments and provide ROI analysis.

Category and Market Analysis:

Leverage data and insights to analyze market trends, pricing, and category performance.

Use customer data to identify growth opportunities and enhance category management strategies.

Provide actionable recommendations to improve on-shelf availability, visibility, and pricing alignment.

Supply Chain and Operations:

Collaborate with supply chain teams to ensure product availability and resolve logistical issues.

Monitor and optimize stock levels at distribution centers and retail locations.

Oversee order management processes to ensure seamless customer experiences.

Team Leadership:

Supervise and guide account support specialists.

Plan and deliver training programs to improve team effectiveness and skill development.

Set clear objectives, monitor performance, and provide constructive feedback to team members.

Promotion and Communication:

Develop and execute 12-month promotional calendars for key accounts.

Ensure alignment of promotional plans with customer objectives and company profitability goals.

Collaborate with marketing teams to design and evaluate in-store activation and POS strategies.

Reporting and Insights:

Provide detailed reports and presentations to stakeholders, summarizing performance metrics, trends, and strategic recommendations.

Track and analyse key performance indicators, including customer satisfaction, sales growth, and cost management.

Key Performance Indicators

Achievement of sales and profitability targets.

Growth in volume and value for assigned accounts.

Customer satisfaction ratings and retention rates.

Effective cost and trade spend management.

Successful execution of promotional activities and category initiatives.

Qualifications, Skills and Experience Required for the Job

Qualifications and Experience
Bachelor's degree in business administration.

Minimum of 5–8 years of experience in key account management within the FMCG sector.

Proven experience in managing complex customer relationships and delivering strong financial results.

Skills and Competencies

Leadership: Inspirational leadership, creating a culture of execution and collaboration.

Analytical Thinking: Strong ability to interpret data and develop actionable strategies.

Negotiation: Skilled in negotiating pricing, terms, and promotional agreements.

Communication: Excellent verbal and written communication skills for internal and external stakeholders.

Solving: Ability to address and resolve operational, logistical, and customer-related challenges effectively.

Tech-Savvy: Proficient in MS Office and ERP systems (e.g., SAP).

Knowledge:

In-depth understanding of FMCG market dynamics and customer operations.

Comprehensive knowledge of supply chain, sales, and marketing principles.

Familiarity with costing, pricing strategies, and category management best practices.

We look forward to hearing from you