Key Account Manager

Job Description: Key Account Manager
Overview

The Key Account Manager is responsible for managing major retail customers and driving sales performance across furniture and lifestyle categories. This role focuses on developing strong client relationships, managing day-to-day buyer communication, and executing account growth strategies. The Key Account Manager ensures seamless coordination between internal teams and retail partners to achieve category, sales, and margin objectives.

Key Responsibilities
Client Relationship & Account Management

Develop and maintain solid, trusting relationships between major key clients and the company.

Serve as the primary point of contact for retail buyers (Makro, Game, Builders, etc.).

Resolve client issues and complaints promptly and professionally.

Develop a complete understanding of key account needs and anticipate changes or improvements.

Expand existing relationships and bring in new retail clients.

Maintain all client documentation and ensure cohesive, up-to-date and accessible filing.

Sales, Planning & Reporting

Manage day-to-day account communications, buyer interactions, and category planning.

Prepare and present product proposals, pricing structures, order plans, and promotional strategies.

Negotiate contracts, trading terms, and performance timelines.

Analyse client sales data to identify trends, areas of improvement, and growth opportunities.

Plan and present account progress, goals, and quarterly initiatives for internal and external stakeholders.

Identify opportunities to expand product listings, improve margins, or up-sell/cross-sell.

Ensure all client deliverables are met according to agreed timelines.

Order & Stock Management

Manage all customer orders from listing and deposits through to shipment tracking and delivery.

Monitor stock levels, sell-through rates, and promotional performance.

Understand imports, logistics timelines, and stock flow to support customer planning.

Work with warehouse teams when required to ensure accurate and timely dispatch of orders.

Internal Collaboration

Work closely with Product Development, Logistics, Marketing, Merchandising, Warehousing, Design, and Sales teams to ensure client needs are met.

Lead and mentor internal account teams assigned to each client.

Oversee internal budgets and collaborate with clients on external budget planning.

Strategic Growth

Participate in strategic planning to improve client results and grow categories.

Translate sales statistics and performance data into actionable business solutions.

Support territory expansion by identifying gaps and opportunities.

Requirements & Qualifications

Minimum 3+ years' experience managing large retail accounts (Makro, Game, Builders, etc.).

Wholesale/retail distribution Key Account Management experience with a major retail group is essential.

Bachelor's degree in Marketing, Business Administration, Sales, or related field (preferred).

Four to five years' previous experience in sales management or key account management.

Strong understanding of imports, stock management, and category planning.

Excellent verbal and written communication abilities — strong presenter, listener and relationship builder.

Strong negotiation skills with proven success in contract follow-through.

Excellent analytical skills with the ability to convert data into insights and solutions.

High proficiency in Microsoft Office, particularly Excel, and experience using CRM software.

Able to multitask, prioritize, and manage multiple client accounts simultaneously.

Goal-driven, organized, proactive, and self-motivated.

Strong leadership skills; able to mentor and coordinate cross-functional teams.

Excellent problem-solving abilities and willingness to support other departments when required.

Own transport with a valid driver's license — frequent store and client visits expected.

Willingness to travel if required.