Key Account Manager (Seafood)

Description:

Industry: Import/ Export of Seafood

Location: Paarden Eiland, Cape Town

Salary: Market-related

Contract Type: Permanent (with a 6-month probation)

Working Hours: 08h00 – 17h00 (hours may fluctuate, including weekends and overtime as per operational requirements)

Job Purpose

The Key Account Manager (Foodservice) is responsible for managing, growing, and retaining key national and regional foodservice accounts. The role focuses on driving sales growth, maintaining strong customer relationships, negotiating, and ensuring excellent service delivery across all assigned accounts.

Job Requirements

Qualifications Needed

• Matric (Grade 12).

• Degree in Sales and/or Marketing (required).

• Proficiency in SAP or similar ERP systems.

Experience & Skills

• Minimum of 3–5 years’ experience in FMCG Key Account Management.

• Ability and willingness to travel locally.

• Seafood industry experience will be an added advantage.

• Understanding of foodservice channels will be an added advantage.

Key Responsibilities

Sales & Commercial Performance

• Achieve agreed budgets and sales targets while maximising turnover, margin, profitability, and sustainable growth across assigned Key Account customers.

• Develop and implement sales growth strategies aligned with company objectives and long-term growth plans.

• Remain flexible and responsive to changing business and operational demands.

• Prepare and present weekly and monthly sales performance, margin, profitability, budget, and cost variance reports.

• Identify barriers to achieving budgeted expectations and provide actionable feedback to enable corrective action.

Key Account & Relationship Management

• Build, develop, and maintain strong long-term relationships with Key Account customers to retain business and minimise competitive risk.

• Develop a thorough understanding of customer needs, requirements, and operational challenges.

• Proactively propose tailored solutions that meet customer objectives and support mutual growth.

• Act as the primary communication link between customers and Atlantis Seafood Distributors.

• Resolve customer issues, manage complaints professionally, and ensure service excellence to maintain trust and loyalty.

Operations, Stock & Supply Chain Management

• Ensure accurate and timely delivery of products and services to Key Account customers.

• Manage returned goods and process claims timeously.

• Monitor stock availability and shortages, providing regular feedback to Key Account customers and the Foodservice Sales Manager.

• Manage portfolio stock levels to ensure stock management targets are achieved.

• Oversee Key Account stock holding at depots and DCs, including replenishment planning, forecasting future demand, and maintaining optimal stock levels.

• Implement process improvements to maximise operational efficiency within the portfolio.

Reporting, Analysis & Market Intelligence

• Prepare regular progress reports, forecasts, and key account metrics for internal planning teams and customers.

• Analyse competitor activity and market trends, providing feedback and insights to the Foodservice Sales Manager.

• Continuously assess and develop the portfolio to expand and optimise the range of SKUs.

• Negotiate pricing, promotions, and listings in line with company strategy.

Team Leadership & Development

• Manage, develop, and support sales representatives to ensure effective customer servicing, achievement of budgets, profitability targets, and relationship management.

• Provide weekly and monthly performance feedback.

• Foster a positive, collaborative internal and external team environment.

Key Performance Areas

• Sales growth and profitability of key accounts.

• Customer retention and satisfaction.

• Accurate forecasting and stock management.

• Successful negotiation and account management.

• New business development within existing and new accounts.

Requirements:

• Matric (Grade 12).

• Degree in Sales and/or Marketing (required).

• Proficiency in SAP or similar ERP systems.

• Minimum of 3–5 years’ experience in FMCG Key Account Management.

• Ability and willingness to travel locally.

• Seafood industry experience will be an added advantage.

• Understanding of foodservice channels will be an added advantage.

• Achieve agreed budgets and sales targets while maximising turnover, margin, profitability, and sustainable growth across assigned Key Account customers.

• Develop and implement sales growth strategies aligned with company objectives and long-term growth plans.

• Remain flexible and responsive to changing business and operational demands.

• Prepare and present weekly and monthly sales performance, margin, profitability, budget, and cost variance reports.

• Identify barriers to achieving budgeted expectations and provide actionable feedback to enable corrective action.

• Build, develop, and maintain strong long-term relationships with Key Account customers to retain business and minimise competitive risk.

• Develop a thorough understanding of customer needs, requirements, and operational challenges.

• Proactively propose tailored solutions that meet customer objectives and support mutual growth.

• Act as the primary communication link between customers and Atlantis Seafood Distributors.

• Resolve customer issues, manage complaints professionally, and ensure service excellence to maintain trust and loyalty.

• Ensure accurate and timely delivery of products and services to Key Account customers.

• Manage returned goods and process claims timeously.

• Monitor stock availability and shortages, providing regular feedback to Key Account customers and the Foodservice Sales Manager.

• Manage portfolio stock levels to ensure stock management targets are achieved.

• Oversee Key Account stock holding at depots and DCs, including replenishment planning, forecasting future demand, and maintaining optimal stock levels.

• Implement process improvements to maximise operational efficiency within the portfolio.

• Prepare regular progress reports, forecasts, and key account metrics for internal planning teams and customers.

• Analyse competitor activity and market trends, providing feedback and insights to the Foodservice Sales Manager.

• Continuously assess and develop the portfolio to expand and optimise the range of SKUs.

• Negotiate pricing, promotions, and listings in line with company strategy.

• Manage, develop, and support sales representatives to ensure effective customer servicing, achievement of budgets, profitability targets, and relationship management.

• Provide weekly and monthly performance feedback.

• Foster a positive, collaborative internal and external team environment.

• Sales growth and profitability of key accounts.

• Customer retention and satisfaction.

• Accurate forecasting and stock management.

• Successful negotiation and account management.

• New business development within existing and new accounts.