Key Accounts Manager

SUMMARY:
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POSITION INFO:

Key Account Manager | Linbro Park, Johannesburg | Permanent

Drive strategic customer partnerships in the FMCG and supply chain space. Use your commercial acumen and relationship skills to grow key accounts and unlock real efficiencies across the value chain.

In this role, you will own the end-to-end relationship with key principals, ensuring that service, profitability, and performance stay on track. You will work closely with supply chain, commercial, and operational teams to design and implement solutions that improve stock cover, reduce cost-to-serve, and deepen the quality of collaboration with customers. This is a hands-on role where you will be expected to understand the details, manage day-to-day queries, and still keep a firm eye on the bigger strategic picture.

Our client is a leading supply chain and sales and merchandising partner in Southern Africa, operating a fully integrated, temperature-controlled distribution network. With a specialist vehicle fleet and multi-temperature capability, they provide end-to-end solutions across frozen, chilled, and ambient channels. The organisation is fast-paced, demanding, and highly customer-focused, with a strong emphasis on people, continuous improvement, and high service standards.

What You’ll Do

• Own and manage the strategic and operational relationships with key principals.
• Develop and implement customer strategies aligned to both group and customer objectives.
• Set, monitor, and review KPIs for key accounts, ensuring alignment and compliance on both sides.
• Identify and convert opportunities to expand services within existing principals.
• Lead and support commercial discussions, including pricing, rate reviews, and contract changes.
• Work cross-functionally with supply chain and operations to deliver measurable efficiencies.
• Drive and facilitate the S&OP process with principals, focusing on stock cover, SKU mix, and key cost drivers.
• Resolve customer queries and issues promptly, maintaining a high standard of service and communication.
• Manage internal stakeholders to ensure commitments to the customer are met.

What You Bring

• Bachelor’s degree or equivalent.
• At least 3 years’ account management or related client-facing experience, preferably within FMCG.
• 5+ years’ experience within a supply chain, logistics, or distribution environment.
• Strong commercial acumen with experience in pricing, negotiation, and profitability management.
• Proven ability to build and maintain long-term, trust-based customer relationships.
• Comfortable working with KPIs, performance dashboards, and operational data.
• High attention to detail, with the ability to manage multiple priorities and deadlines.
• Adaptable, resilient, and comfortable operating in a high-pressure, constantly evolving environment.
• Strong communication and stakeholder management skills across all levels.

What Success Looks Like

• Clear, documented customer strategies in place for each key principal, with buy-in from internal and external stakeholders.
• KPIs consistently met or exceeded, with proactive management of any underperformance.
• Visible growth in revenue, margin, and service penetration within existing principals.
• Improved supply chain performance for both the client and the principal through better stock, SK,U and cost management.
• Strong, collaborative relationships between the client’s internal teams and the customer’s teams.
• A reputation as a trusted partner and first point of contact for your principals.