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Key Responsibilities
- Develop and implement strategic business plans for each Key Account, aligned to the customer's objectives and our company's growth strategy.
- Develop individual strategies and growth plans for each product group, identifying opportunities to increase turnover, ranging, market share and profitability.
- Build and maintain strong relationships with senior buyers, category managers and key decision-makers.
- Engage with buyers at a strategic and commercial level, understanding their business, challenges, targets and requirements.
- Lead range reviews, product presentations, negotiations, promotions and annual trading discussions.
- Identify opportunities for new products, new ranges, additional stores, increased ranging and improved product positioning.
- Analyse sales performance, margins, stock levels, ranging and market opportunities and translate this information into actionable strategies.
- Prepare and present professional account reviews, business plans, forecasts and commercial proposals.
- Negotiate pricing, promotions, rebates, trading terms and other commercial agreements while protecting company profitability.
- Work closely with internal Sales, Production, Planning, Logistics and Finance teams to ensure customer commitments can be delivered.
- Monitor competitor activity and market trends and use these insights to develop account and product strategies.
- Take full ownership of account performance, from strategy through to execution.
- Identify risks within each account and proactively develop plans to address them.
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- 5+ years' proven Key Account Management experience, preferably within national retail, building materials, home improvement, hardware, manufacturing or a related environment.
- Strong existing knowledge of the South African retail buying environment.
- The confidence and commercial maturity to sit across the table from a senior buyer and converse at their level.
- Proven experience developing business plans, account strategies and product strategies.
- Strong commercial and negotiation skills.
- Excellent understanding of pricing, margins, promotions, ranging and profitability.
- Strong analytical and presentation skills.
- The ability to turn sales data and market information into clear commercial actions.
- Excellent communication and relationship-building skills.
- A strong sense of ownership, accountability and urgency.
- The ability to operate strategically while remaining close enough to the detail to ensure execution.
Minimum Requirements
- Relevant tertiary qualification in Sales, Marketing, Business Management or a related field will be advantageous.
- Proven Key Account Management experience within the South African retail environment.
- Demonstrated experience managing major national retail accounts.
- Valid driver's licence.
- Strong Microsoft Office skills, particularly Excel and PowerPoint.
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