Key Account Manager - GoPro at Core Group

Job Description

• The Account Manager is responsible for managing and developing a portfolio of SME retail and reseller accounts, ensuring strong commercial performance, achievement of sales targets and alignment with the strategic requirements of the Brand and Core Group.
• The role is responsible for building strong relationships with reseller partners, identifying opportunities to grow revenue and market share, supporting product launches and promotions, training reseller staff, and ensuring effective merchandising and brand execution within stores.
• The Account Manager acts as a key commercial partner to customers, balancing sales growth, profitability, brand standards and customer satisfaction.

KEY PERFORMANCE AREAS

Account Management & Relationship Building

• Manage a portfolio of SME retail and reseller accounts effectively.
• Build and maintain strong, long-term relationships with key decision-makers and store personnel.
• Understand each customer's business model, commercial objectives and operational requirements.
• Conduct regular account reviews and store visits.
• Identify opportunities to increase revenue, product penetration and customer engagement.
• Resolve customer queries, concerns and escalations professionally and timeously.
• Develop account plans aligned to business and brand objectives.

Sales & Target Achievement

• Achieve and exceed monthly, quarterly and annual sales targets.
• Drive sell-in and sell-through across the assigned account portfolio.
• Identify new business opportunities and expand existing accounts.
• Monitor sales performance and proactively implement corrective actions where required.
• Drive sales of key products, launches, promotions and strategic product categories.
• Maintain an accurate sales pipeline and provide regular forecasts.
• Analyse account performance and identify opportunities for growth.

Commercial & Financial Management

• Develop a strong understanding of customer profitability and commercial performance.
• Negotiate pricing, promotions, trading terms and commercial agreements within approved parameters.
• Monitor customer spend, sales volumes, margins and overall account performance.
• Ensure commercial decisions support both customer and company profitability.
• Manage account-related budgets and promotional spend where applicable.
• Identify risks and opportunities within the account base and escalate appropriately.
• Train reseller staff on products, features, benefits and selling techniques.
• Ensure reseller teams are knowledgeable about new product launches and promotions.
• Drive product knowledge and sales capability within the reseller network.
• Support the implementation of product and brand training initiatives.
• Act as a product and brand ambassador within assigned accounts.

Market & Competitor Intelligence

• Maintain strong awareness of consumer electronics and retail market trends.
• Monitor competitor pricing, promotions, product launches and merchandising activity.
• Gather market intelligence from reseller partners and store teams.
• Provide actionable feedback to Sales, Marketing and Brand teams.
• Identify emerging market opportunities and potential threats.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Brand, Product, Supply Chain, Finance and Operations teams.
• Coordinate with internal stakeholders to ensure customer requirements are effectively managed.
• Support product launches, campaigns and strategic initiatives.
• Ensure customer feedback and market insights are communicated internally.
• Contribute to the development and execution of sales and account strategies.
• Maintain accurate customer and account information.
• Prepare regular sales, account and performance reports.
• Track targets, forecasts, sales performance and key account metrics.
• Ensure CRM and relevant sales systems are maintained accurately.
• Provide regular updates to management on account performance, opportunities and risks.
• Manage time, travel schedules and customer visits effectively.

KEY PERFORMANCE INDICATORS

• Achievement of monthly, quarterly and annual sales targets.
• Revenue and gross margin growth across assigned accounts.
• Account retention and relationship strength.
• New business and account growth.
• Sell-through performance.
• Forecast accuracy.
• Reseller training completion and effectiveness.
• Merchandising and brand compliance.
• Promotional and product launch execution.
• Customer satisfaction and issue resolution.
• Accurate and timely reporting.
• Growth in strategic product/category penetration.

REQUIRED QUALIFICATIONS

Minimum:

• Grade 12 / Matric.
• Relevant tertiary qualification in Sales, Marketing, Business Management, Commerce or a related field is advantageous.

REQUIRED EXPERIENCE

• Minimum 3 years' experience in a retail sales, account management or distribution environment.
• Experience managing SME retailers, resellers or dealer networks is advantageous.
• Previous experience in the consumer electronics, technology or FMCG industry is advantageous.
• Proven track record of achieving sales targets.
• Experience with account management, customer negotiations and commercial discussions.
• Experience conducting customer/store visits and managing merchandising execution.
• Experience training or developing retail/reseller sales staff would be advantageous.
• Good understanding of retail and distribution principles.
• Excellent Microsoft Office skills, particularly Excel and PowerPoint.
• Strong knowledge of macOS and iOS.
• Good understanding of consumer electronics and technology products is advantageous.
• Ability to prepare and present professional sales and account reports.