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