Key Accounts Sales Manager – Cape Town (FMCG / Distribution)

SUMMARY:
Do you have the influence to shape South Africa’s biggest retail shelves

POSITION INFO:
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 Africa's 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 account's 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 for assigned accounts. Proactively contact account contacts on overdue invoices before they move into the 60+ day bucket. Investigate and resolve claim disputes using signed PODs, delivery confirmations, and invoice records. Escalate accounts exceeding 90 days to the Financial Manager with full query summaries and recommended actions. Reporting & Forecasting Provide weekly account performance updates covering revenue, outstanding balances, open queries, and upcoming risks. Contribute to monthly sales forecasts based on order history, promotional activity, and ranging changes. Track and report on distribution, planogram compliance, and on‑shelf availability following store visits. Cross‑Functional Collaboration Work closely with finance on statement submissions, deduction resolution, and debtor management. Collaborate with operations to flag delivery issues or lead‑time concerns affecting service levels. Provide buyer feedback and ranging insights to inform product development and procurement decisions. Support the field sales team with in‑store activation and promotional execution. Key Performance Indicators Month‑on‑month and year‑on‑year revenue growth per account vs target Number of new SKU listings secured per quarter On‑shelf availability and planogram compliance Zero errors in monthly statement submissions Reduction in overdue debt (60+ and 90+ day buckets) Average time to resolve open POD and claim queries Zero unplanned delistings within managed account portfolio Required Skills & Experience Minimum 3 years' key account or national account management experience Proven success managing major South African retail chains (Pick n Pay, SPAR, OK Foods, Makro, etc.) Strong understanding of FMCG retail operations - trading terms, drop shipments, promotional mechanics, planograms Experience managing invoice submissions, statement reconciliations, and deduction disputes Excellent communication and negotiation skills - confident in buyer meetings and escalations Highly organised with strong attention to detail and ability to manage multiple accounts simultaneously Proficient in Excel and familiar with age analysis reports and reconciliation spreadsheets Valid driver's licence and own reliable vehicle Relevant qualification: BCom \/ NDip Sales, Marketing, or Business SA Citizens only Must be Criminal Clear 🔹 Preferred Experience Experience in nicotine, vaping, tobacco, or regulated FMCG categories Familiarity with Sage Evolution or similar ERP systems Experience with SPAR drop shipment submission processes and schedules Understanding of Pick n Pay supplier portal and statement submission requirements Proven track record resolving deduction disputes and recovering short‑paid invoices Experience supporting field sales teams and forecourt channel accounts (BP, Shell, Engen, Caltex, Sasol, FreshStop)