About the position
The Internal Sales Manager, based in KZN, will be responsible for managing, supporting and developing the regional Key Account Manager team for an FMCG retailer with national reach
The role will provide strategic direction, commercial insight and leadership to ensure Key Account Managers effectively maintain, develop and grow their customer accounts
The ideal candidate will have strong experience in the South African retail environment, excellent commercial acumen and a proven ability to lead sales teams and develop key customer relationships
Key Responsibilities
Key Account Management & Team Leadership
- Manage and support Key Account Managers to achieve sales, growth and profitability targets
- Provide strategic guidance and commercial insight across key customer accounts
- Work with Key Account Managers to develop and execute account growth strategies
- Review account performance and identify opportunities for increased sales, ranging, distribution and profitability
- Assist with resolving key customer issues and commercial challenges
- Ensure strong customer relationships are maintained and developed
Sales & Commercial Management
- Monitor sales, margins, profitability, forecasts and performance across key accounts
- Identify opportunities to grow existing accounts and develop new business
- Support Key Account Managers with pricing, promotions, negotiations and commercial proposals
- Provide guidance on annual trading terms, rebates, discounts and promotional agreements
- Monitor customer profitability and ensure commercial decisions support sustainable growth
- Analyse customer and market data to identify trends and opportunities
Strategic & Retail Insight
- Keep the team informed of relevant retail trends, competitor activity, pricing and category developments
- Provide strategic insight into customer buying cycles, ranging, promotions and category strategies
- Support Key Account Managers with customer business reviews, range reviews and growth plans
- Assist with new product listings, category development and promotional strategies
Internal Stakeholder Management
- Work closely with Finance, Supply Chain, Planning, Production, Marketing and Customer Service to support customer requirements
- Ensure customer forecasts, promotions, pricing and commercial agreements are communicated and implemented correctly
- Escalate significant customer, commercial or service issues where required
- Provide management with regular reporting on sales performance, risks and growth opportunities
Minimum Requirements
- Relevant tertiary qualification in Sales, Marketing, Business Management or a related field (advantageous)
- 5+ years' sales experience within the South African retail environment
- Experience managing or supporting Key Account Managers or a sales team
- Strong understanding of the South African retail buying environment
- Experience working with major retail groups and retail buyers
- Strong commercial, financial and analytical skills
- Experience with pricing, promotions, ranging and account profitability
- Excellent communication, leadership, negotiation and relationship-management skills
- Strong ability to analyse sales data and translate insights into commercial actions
- Experience with ERP/CRM systems and customer sales data
Advantageous Experience
- Experience with major South African retailers such as Shoprite, Checkers, Pick n Pay, Woolworths, SPAR, Massmart or Amazon
- Existing relationships with retail buyers and category managers
- Experience managing a team of Key Account Managers
- Proven track record of growing customer accounts and improving profitability
- Experience with annual trading terms, range reviews and commercial negotiations
Desired Skills:
