Senior Key Account Manager - Massmart

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Job Grade: 25 
Function: Commerce
Reference Number: 138529 
Closing Date: 11/06/2025

Purpose of the Role:

The Senior Key Account Manager will oversee the Heineken Beverage portfolio across strategic key accounts, driving growth and profitability by executing tailored account strategies. A key responsibility of this role will be to collaboratively drive joint business planning with major accounts including e-commerce, ensuring that both parties are aligned on long-term goals, strategies, and performance metrics. You will be instrumental in executing these plans relentlessly to achieve shared business objectives and exceed sales targets.

Key Responsibilities:

• Strategic Account Management & Joint Business Planning: Work closely with key accounts to develop collaborative, joint business plans that align with Heineken’s goals and account-specific strategies. Engage in regular, proactive planning sessions to ensure mutual goals are clear and strategies are continuously refined and executed.
• Execution Excellence: Relentlessly drive the execution of joint business plans, ensuring that each action is carried out with precision. Focus on delivering key milestones, monitoring progress, and adjusting strategies to overcome challenges and capitalize on emerging opportunities.
• Client Relationship Management: Build and nurture long-term, trust-based relationships with major clients to ensure their loyalty and prevent churn. Understand and anticipate their evolving needs and business goals, offering solutions that deliver mutual value.
• Sales Growth & Performance: Identify and capitalize on new business opportunities, maximizing revenue potential through effective product, pricing, and promotional strategies.
• Market Insights & Strategy Execution: Continuously monitor market trends, consumer behavior, and competitor activity to ensure our strategies are aligned with industry shifts and customer expectations.
• Problem Resolution & Customer Satisfaction: Address and resolve customer issues promptly to maintain trust and positive working relationships. Ensure the timely delivery of products and services that meet customer needs.
• Cross-functional Collaboration: Coordinate with internal teams (marketing, operations, finance, supply chain) to ensure seamless execution of customer strategies and brand initiatives. Foster cross-functional collaboration to optimize business results.
• Data-Driven Decision Making: Leverage sales data, KPIs, and performance metrics to evaluate account progress and forecast future growth. Regularly report on account performance to internal and external stakeholders.
• Category & Channel Management: Apply category management principles to optimize account performance, aligning product offerings with consumer trends while ensuring profitability.
• Brand Activation: Lead the planning and execution of consumer touchpoints and marketing campaigns (ATL, POS, ROI, sponsorships, events) to enhance brand visibility and consumer engagement.
• Governance & Compliance: Ensure all activities align with legal, regulatory, and corporate governance requirements while adhering to Heineken’s policies and procedures.
• Team Leadership and People Management: Lead, motivate, and develop a team of account executives or support staff. Set clear performance expectations and conduct regular performance reviews. Foster a collaborative and high-performance team environment.

Required Qualifications, Skills & Experience:

• Tertiary Qualification: A Tertiary Qualification in Business, Marketing, or related field will be advantageous.
• Experience: Minimum of 8 years of experience in key account management, business management, channel management, or revenue management within an FMCG environment, preferably in the alcohol or beverage industry.
• Proven Track Record: Experience managing a substantial portfolio (R500 million+ in annual GSR) and driving significant sales growth.
• Commercial Acumen: Strong understanding of profitability management, business acumen, and the ability to optimize account performance to meet financial targets.
• Relationship Management: Demonstrated success in building and managing relationships with senior-level decision-makers and key stakeholders.
• Technical Proficiency: High-level competency in Microsoft Office (Outlook, Excel, PowerPoint, Word), with the ability to use CRM and data analytics tools.
• Analytical Skills: Strong ability to interpret business data and market trends to drive strategic decisions and identify growth opportunities.
• People Management Skills: Demonstrated ability to lead, motivate, and develop a team. Strong interpersonal and communication skills. Experience in coaching and mentoring team members to achieve their goals.

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.