ROLE OVERVIEW
The Key Account Manager (IRD) is responsible for driving commercial growth and strengthening brand visibility within an assigned portfolio of key accounts, ensuring alignment with the company's commercial and strategic objectives. This role manages day-to-day buyer relationships and ensures the effective execution of trade marketing programmes to deliver sustainable volume, revenue and market-share growth within its accounts.
The role also supports the implementation of pricing and discounting frameworks and tracks account-level performance against agreed targets. In a matrix hierarchy, the Key Account Manager reports directly to the Channel Lead with a dotted-line to the General Manager in the region providing account-level insights and execution excellence to support the broader channel strategy.
KEY RESPONSIBILITIES
- Maintain regular contact with key accounts by calling and negotiating prices, promotions and services
-
Manage and achieve quarterly and annual key account targets
-
Achieve regional and national market share targets
-
Identify volume opportunities within allocated key accounts
-
Category management and pricing management as per standards set
-
Management of annual trade agreements and disbursements
-
Strict commercial budget management
- Setting of price parameters, shelving and display standards and advertising parameters
-
Management of account specific price lists and listing of new products
-
Effective communication of all agreements within the team
-
Manage rebate and cycle deal expense accounts
-
Manage credit terms within company policy
-
Design and implement innovative key account promotions according to brand prioritization
-
Maintain excellent communication links with stakeholders
-
Review customer accounts and reporting to management as defined
QUALIFICATION AND EXPERIENCE
- Bachelor of Commerce (Business or related field) – required
-
A minimum of 2 years as a National Key Account Manager within the liquor industry is essential
-
A minimum of 5 years' sales leadership experience within an FMCG sales environment
-
A proven successful track record in key account management and a solid network within the FMCG sales environment
SKILLS AND ATTRIBUTES
- Ability to create and recognise opportunities
- Strong selling skills
- A strong ability to display initiative and to overcome obstacles
- Innovative thinker and problem solver
- Strong commercial background
- Advanced Microsoft Excel Skills
- The ability to develop and maintain healthy, professional relationships
- Skilled negotiator and ability to successfully close a sale
- Excellent attention to detail, planning and accuracy
- Excellent interpersonal and communication skills. The ability to maintain proactive and positive engagement with the customer.
-
Competent in Microsoft Word and PowerPoint
Reporting to: Key Accounts Lead (Dotted-Line to Divisional Sales Manager)
Closing Date: 22 July 2026
