Johannesburg, Gauteng
Full - Time


Develop & drive the channel strategy.  Lead a team of KAM’s to negotiate & implement appropriate plans to meet profit, share, distribution & sales ambitions.

§  Responsible for the CPD range of brands within the Food Channel of to meet desired business objectives and KPI’s.

§  Lead the Trade negotiations for annual trading terms/promotional spends/Merchandise agreements to be aligned with the Channel & Brand strategy

§  Manage the Gross to Net, Channel and Customer profitability aligned to the Budget plan.

§  Co-ordinate the KAM Negotiation listings/ranging within channels and liaise with Category management both internally and externally to secure shelf display/points of interruption against the desired look of success.

§  Collaborate cross functionally with Finance, Business Planning, Marketing, Business Development, Operations and Field Teams to fuel profitable sustainable growth.

§  Forecast and plan volumes and revenues in accordance with approved 4 P strategies.

§  Develop L’Oreal SA as the No.1 Partner with FMCG Food Customers in South Africa but offering international perspective on local environment – Deliver outstanding results with Advantage Trade Survey.

External Responsibilities

§  Commercial ( Develop relationships with Snr Key Account Contacts and Merchandising Executives of the channels in which you participate)

§  Negotiate annual, quarterly plans with customers.

§  Ensure that New Launches are achieved timeously – speed to market in line with channel /Brand strategy ( Present launches, negotiate distribution and launch package)

§  Planograms / Ranging ( Co-ordinate and send through account specific planograms)

§  Work with merchandising and Field team to develop Point of Sale ideas in line with channel strategy (Negotiate permanent POS material)

§  Logistics (Manage OOS issues, forecast and manage returns)

Internal Responsibilities

§  Commercial – Allocation and Management of co-operative advertising spend in line with targets and business channel objectives

§  Co-ordinate the channel Forecasting ( Manage and Update account stock report)

§  Communication to various levels of the business (marketing management , supply chain of the relevant channel sales and promo analysis to maximise information for future growth-Analysis sell through data (monthly)

§  Ensure that the Admin of the key accounts team with regards to promotion provision forms is done and raise contract deal sheets


§  Achieve volume and net turnover targets

§  Control discount & Average Nets (targets)

§  Control Co – Op ( Targets)

§  Debt control – liaising with debtors to ensure prompt payment

§  Maximise space & distribution in store

§  Account admin & forecasting

Skill Requirements

§  Strong Analytical skills

§  Excellent win/win negotiator at all levels from stores to senior management

§  Advanced Excel : reviewing and analyzing data, formula’s etc

§  Good/Advanced Powerpoint presentations skills

§  Good presentation skills

§  Self starter and self motivator

§  Team Player

§  Able to get  things done

§  Admin orientated ( all admin pertaining to the role)

§  Deadline orientated

Education & Experience

§  Tertiary education in Commerce/Marketing

§  Min 4-5 years Key account management in related channel and preferably across channels

§  Previous experience in multinational dealing with Multinational clients in the FMCG environment, preferably Health and Beauty.

§  Previous experience in formal Retail preferable

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