Permanent - Key Accounts Manager – FMCG - Johannesburg - South Africa

Job Overview

• We are seeking a highly experienced Key Accounts Manager (FMCG – Snacks/Health Foods) with strong expertise in managing major national retail accounts—specifically Checkers (Shoprite Group) and Boxer.
• The ideal candidate has a solid background in snacks, health foods, bars, or functional nutrition products, and a strong understanding of retail category performance, listings, promotions, and trading terms.
• This is a high-impact commercial role responsible for driving growth, expanding distribution, and building strong customer partnerships across assigned accounts

Detailed Responsibilities

1. Key Account Ownership

• Full ownership of the retail accounts, acting as the primary commercial contact.
• Lead all negotiations, trading term discussions, product submissions, and promotional planning.
• Strengthen relationships with buyers, category managers, planners, and supply chain stakeholders.
• Conduct structured business reviews highlighting insights, trends, and growth recommendations.

2. Sales Strategy & Growth

• Develop and execute strategic account plans aligned with company revenue, distribution, and profitability goals.
• Achieve sales, volume, and margin targets across company`s bar categories.
• Identify growth opportunities including new listings, category gaps, format extensions, and secondary placements.
• Drive health/snack category expansion by leveraging product strengths such as low GI, high protein, and functional benefits.

3. Promotions & Category Development

• Plan and manage promotional calendars for all assigned accounts.
• Optimise promotional mechanics (TPRs, combo deals, aisle ends, multi-buys, and digital campaigns).
• Track and evaluate promotional uplift, ROI, and impact on baseline sales.
• Implement category strategies that align with modern shopper trends in health, convenience, and functional nutrition.
• Ensure compliance with retailer planograms and visibility guidelines.

4. Supply Chain, Forecasting & Operational Execution

• Coordinate with internal supply chain teams to ensure on-time deliveries and product availability.
• Maintain forecast accuracy for both baseline and promotional volumes.
• Manage replenishment challenges by working closely with planners and DC teams.
• Minimise stock-outs, overstocks, returns, and price discrepancies.

5. Insights, Analytics & Reporting

• Analyse sales data, distribution performance, pricing, and competitor dynamics.
• Provide weekly and monthly dashboards with actionable insights.
• Monitor category and retailer trends, especially within health/snacks, functional foods, and energy/protein bars.
• Conduct store visits to assess merchandising, on-shelf availability, and brand visibility.

6. Cross-Functional Collaboration

• Work closely with NPD teams on new flavour launches, bar concepts, and packaging enhancements.
• Coordinate with marketing for trade activations, visibility campaigns, and digital content support.
• Align with finance on pricing models, cost build-ups, profitability, and trading claims.

Key KPIs

• Revenue growth per account
• Distribution gains (numeric & weighted)
• New listings secured
• Promotional ROI improvement
• Forecast accuracy
• On-shelf availability and reduction of stock-outs
• Margin management per SKU/category
• Buyer satisfaction & relationship strength
• Execution of NPD launches

Qualifications & Requirements

• Minimum 5–7 years of FMCG Key Account Management experience, preferably in snacks, health foods, or functional nutrition.
• Essential experience handling Checkers (Shoprite Group) and Boxer.
• Strong understanding of bar categories (protein, cereal, energy, low-carb, low-GI) is advantageous.
• Degree in Sales, Marketing, Business, or Commerce.
• Strong commercial, analytical, and numerical skills.
• Proficient in Excel, PowerPoint, CRM systems, and retailer portals.
• Valid driver’s license and willingness to travel.

Skills & Competencies

Commercial Skills

• Exceptional negotiation and deal-closing abilities.
• Strong commercial acumen and P&L understanding.
• Ability to build compelling business cases using data and shopper insights.

Sales & BD Skills

• Proven success driving category and volume growth.
• Ability to identify whitespace and build expansion strategies.
• Strong relationship-building and influencing skills.

Analytical & Strategic

• Strong data interpretation and forecasting capability.
• Ability to convert insights into actionable retail strategies.

Execution & Delivery

• Highly organised with strong follow-through.
• Effective at coordinating multiple projects simultaneously.
• Strong problem-solving ability in a fast-paced environment.

Behavioural

• High-energy, resilient, and driven personality.
• Entrepreneurial mindset with initiative and creativity.