Key Account Manager (JHB & PTA) at Datafin Recruitment

ENVIRONMENT:

• ENSURE the growth and retention of key account relationships within the Joburg and Pretoria metros, with a strong focus on cross-category sales expansion as the next Key Account Manager sought by a leading school supplies provider.
• Taking a relationship-first approach, you will deepen partnerships through value-driven engagement, account-specific strategy, and exceptional service.
• The goal is to enhance the existing spend and unlock new opportunities across complementary categories, all while ensuring commercial sustainability through sound trading practices.
• The ideal candidate will be a strategic thinker with an entrepreneurial spirit with 6–8 years’ experience in Key Account Management or Business-to-Business Sales, ideally within the office products, FMCG, or professional services environment, a strong understanding of pricing models, discounting structures, and rebate mechanisms & able to structure profitable sales agreements while maintaining market competitiveness.

DUTIES:

Strategic Account Management –

• Develop and execute tailored sales strategies that align with each key account’s needs, aiming to increase multi-category product uptake.
• Build trust-based, long-term relationships with decision-makers at key accounts.
• Conduct regular face-to-face interactions, host business breakfasts, and coordinate bespoke events to build client intimacy and brand affinity.

Sales Agreement & Contract Management –

• Negotiate, manage, and monitor account-specific pricing and trading agreements to ensure competitiveness and profitability.
• Structure deals and service terms that meet client needs while safeguarding the business’s trading profit.
• Ensure all agreements are current, documented, and aligned to internal margin expectations.

Revenue Growth & Trading Profit –

• Consistently achieve and exceed monthly, quarterly, and annual revenue and trading profit targets.
• Drive upselling and cross-selling efforts based on category strategy and client business insights.
• Monitor sales performance against budget, identifying gaps and corrective actions.

Customer Experience & Operational Liaison –

• Serve as the central point of contact for all client queries, escalations, and solution delivery.
• Collaborate with internal stakeholders – Customer Care, Category Managers, Operations – to ensure seamless service and product delivery.
• Actively contribute to client satisfaction, retention, and loyalty metrics.

Market Awareness & Intelligence –

• Analyse customer trends and behaviour to identify shifts in demand and recommend new category opportunities.
• Monitor competitor offerings and market conditions to keep our value proposition relevant and distinctive.

REQUIREMENTS:

• Matric (Grade 12) minimum; a tertiary qualification in Sales, Business, or Marketing is advantageous.
• 6–8 Years’ experience in Key Account Management or Business-to-Business Sales, ideally within the office products, FMCG, or professional services environment.
• A strong understanding of pricing models, discounting structures, and rebate mechanisms.
• Ability to structure profitable sales agreements while maintaining market competitiveness.
• Proficient in financial analysis related to trading profit, category contribution, and account performance.
• Demonstrated ability to manage high-value accounts and complex relationships.
• Excellent communication, negotiation, and presentation skills.
• Ability to organise and execute client engagement initiatives (events, workshops, presentations).
• Results-driven, self-motivated, and capable of working autonomously.
• Skilled in forecasting, planning, and delivering against defined KPIs.
• Technically savvy and familiar with CRM systems, sales reporting tools, and digital product platforms.

ATTRIBUTES:

• Professional, ethical, and reliable brand ambassador.
• Client-obsessed with a deep sense of urgency and service excellence.
• Comfortable operating across senior business levels and managing executive expectations.