Key Accounts Sales Manager at Kontak Recruitment

• A rapidly growing South African FMCG distributor specialising in nicotine and vaping products is seeking a commercially driven Key Accounts Sales Manager to manage and grow relationships with major national retailers and forecourt networks. Reporting primarily to the National Sales Manager, the successful candidate will oversee buyer relationships, listings, trading terms, sell-through, debtor administration and in-store execution. The role offers direct access to senior leadership, national market exposure, meaningful commercial influence and potential progression into a senior commercial position as the business expands locally and internationally

Minimum Requirements:

• Relevant BCom, National Diploma in Sales, Marketing or Business, or equivalent qualification.
• Minimum three years’ key account management or national account sales experience.
• Proven experience managing major South African retail chains such as Pick n Pay, SPAR, OK Foods, Makro or equivalent.
• Strong FMCG retail knowledge covering trading terms, drop shipments, promotional mechanics and planograms.
• Experience managing retailer invoice submissions, statement reconciliations and deduction disputes.
• Excellent communication and negotiation skills, with confidence in buyer meetings and account escalations.
• Highly organised and detail-focused, with the ability to manage multiple accounts and deadlines.
• Proficient in Excel, including debtor age-analysis reports, invoice schedules and reconciliation spreadsheets.
• Valid driver’s licence, own reliable vehicle and willingness to travel nationally.
• Experience within nicotine, vaping, tobacco or regulated FMCG is advantageous.
• Sage Evolution or similar ERP experience covering customer enquiries, invoice histories and credit notes is advantageous.
• Experience with SPAR drop-shipment processes and Pick n Pay supplier-portal and statement requirements is advantageous.
• A record of resolving deduction disputes and recovering short-paid invoices is advantageous.
• Experience supporting field sales representatives with account-level guidance is advantageous.
• Exposure to BP, Shell, Engen, Caltex, Sasol, FreshStop or other forecourt accounts is advantageous.

Duties and Responsibilities:

• Manage relationships with assigned national buyers, accounts-payable departments, category managers and store-operations teams.
• Act as the primary escalation point for queries, claims, disputes, short deliveries and credit-note resolution.
• Conduct scheduled buyer visits and business reviews, including monthly meetings with top-tier accounts.
• Maintain detailed knowledge of account processes, payment terms, promotional calendars and ranging-review cycles.
• Maintain account contact matrices covering buyers, accounts payable, logistics and store operations.
• Drive revenue and volume growth through improved ranging, secondary placements and promotional activity.
• Secure listings for new stores, SKUs and seasonal ranges within existing account structures.
• Negotiate trading terms, listing fees and promotional support within approved commercial frameworks.
• Monitor sell-through and address underperforming SKUs before they become delisting risks.
• Prepare data-supported business cases for new product listings.
• Manage drop-shipment submissions for SPAR North Rand, SPAR Western Cape, Pick n Pay, OK Foods and other assigned accounts.
• Prepare accurate, timely weekly and monthly invoice schedules, consolidated statements, proof-of-delivery documents and reconciliations.
• Follow up on outstanding payments, resolve deductions and coordinate credit-note processing with Finance.
• Maintain query logs covering POD requests, claims, duplicate disputes and unresolved deductions.
• Review assigned accounts on the national debtor age analysis daily and contact account representatives before invoices reach 60 days overdue.
• Resolve claims using signed PODs, delivery confirmations and ERP invoice records.
• Escalate accounts exceeding 90 days to the Financial Manager with a complete query summary and recommended action.
• Provide weekly account reports covering revenue, outstanding balances, queries and emerging risks.
• Contribute to monthly forecasts using order history, promotional activity and ranging changes.
• Monitor distribution, planogram compliance and on-shelf availability through store visits.
• Maintain accurate records of trading agreements, promotional confirmations and buyer correspondence.
• Work with Finance on statements, deductions and debtor management, and with Operations on short shipments, delivery problems and lead-time concerns.
• Provide buyer feedback and ranging insights to support product-development and procurement decisions.
• Support field representatives with key-account activations, promotions and store-level queries.
• Achieve targets for account revenue growth, new listings, on-shelf availability, statement accuracy, debtor control, query-resolution times and account retention.