Key Accounts Sales Manager – Cape Town (FMCG / Dis
Executive Placements · Bo-Kaap, Western Cape
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Start free — we apply for you →My client, an industry leader in the alternative tobacco sector , is seeking a commercially driven Key Accounts Sales Manager to own and grow relationships with South Africas major retail chains and forecourt networks.
This is a high-visibility, high-accountability role . The successful candidate will be the primary point of contact for national buyers and accounts teams, responsible for maintaining listings, driving sell-through, resolving commercial queries, and ensuring products are ranged, available, and performing on shelf.
The right person is equally comfortable negotiating trading terms in a buyer meeting and checking planogram compliance on the shop floor. They are organised, data-literate, and know how to build relationships that translate into measurable commercial outcomes.
Key Responsibilities
Account Management & Relationship Building
Own day-to-day relationships with assigned national key accounts including buyers, accounts payable, category managers, and store operations teams.
Conduct regular buyer visits and business review meetings (monthly minimum for top-tier accounts).
Maintain deep knowledge of each accounts internal processes, payment terms, promotional calendars, and ranging review cycles.
Serve as the primary point of escalation for queries, claims, short deliveries, and credit note resolution.
Revenue Growth & Commercial Performance
Drive volume growth through improved ranging, secondary placement, and promotional activity.
Identify and convert new listing opportunities within existing account structures.
Negotiate trading terms, promotional support, and listing fees in line with approved commercial frameworks.
Monitor sell-through data and proactively address underperforming SKUs.
Prepare and present business cases for new product listings supported by category and sales data.
Drop Shipment & Statement Submissions
Manage end-to-end drop shipment submission processes for SPAR, Pick?n?Pay, OK?Foods, and other national accounts.
Ensure invoice schedules, consolidated statements, proof of delivery documents, and reconciliations are accurate and submitted on time.
Follow up on outstanding payments, resolve deduction queries, and coordinate with finance on credit note processing.
Overdue Account Management
Monitor national debtors age analysis daily
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