Job Description

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.