Key Accounts Manager – Off-Trade

About the role

The company is a leading premium FMCG business seeking a commercially driven Key Accounts Manager with strong off‑trade experience and exposure to on‑trade channels. The role focuses on securing national listings, expanding distribution, and building strategic relationships across South African retailers, wholesalers, forecourts and e‑commerce platforms.

Key responsibilities

• Secure new national and regional off‑trade listings with major retailers such as Shoprite, Pick n Pay, Woolworths, SPAR, Massmart and forecourt partners.
• Negotiate commercial terms, manage range review cycles and structure promotional investments with measurable ROI.
• Develop premium on‑trade accounts in hotels, restaurants, luxury gyms and conference venues.
• Drive net sales growth, protect contribution margins and avoid unnecessary discounting.
• Manage digital listings and marketplace economics for Takealot, Bottles, Checkers Sixty60, Woolies Dash and other online channels.
• Maintain retailer promotional calendars, ensure planogram compliance and monitor pricing and merchandising execution.
• Build long‑term relationships with buyers, category managers and key decision‑makers, and represent the business at industry events.

Required profile

• Matric qualification; tertiary qualification preferred.
• Minimum 8 years of FMCG key account management experience, including national account responsibility.
• Proven track record with major South African retailers, wholesalers and forecourt partners.

Required skills