TUME Middle Africa Consulting is seeking a Key Accounts Manager to join their team. The Key Accounts Manager is responsible and accountable for managing relationships and driving sales growth within large format retail chains. This role focuses on achieving distribution targets, implementing field execution excellence (5P), and developing strategic Joint Business Plans (JBP) to ensure long-term profitability and market share.
Key Responsibilities
- Sales & Distribution: Achieving sales targets, ensuring 100% distribution in all stores, and maintaining 5P execution excellence.
- Account Management: Managing all key account contacts, top-to-top meetings, and resolving matters arising optimally.
- Strategic Planning: Development, administration, and successful execution of the Annual Joint Business Plan (targets, rebates, customer activity grids, and others) to achieve account business goals.
- Operational Support: Servicing the key accounts and branches effectively, including branch to center orders, store merchandising standards, product training, credit control, and debt collections.
- Growth & Relations: Implementing account growth plans and building strong professional relationships.
- Data & Analytics: Securing store and chain data and conducting analytics to surface actionable insights to leverage with clients. Closing gaps and taking advantage of emerging opportunities.
- Promotions: Delivering the best advantage in chain and store promotions, temporary price reductions, and marketing communications.
- Training: Ensuring all staff are trained and able to implement the account strategy, terms and conditions, and other best practices effectively.
- Strategy Implementation: Implementing ‘Class of trade’ strategies for each brand and SKU to the best advantage.
- Market Intelligence: Keeping abreast of all developments in the channel, such as customer liquidity risks and competitor activity, to keep the business informed and advised.
- Compliance: Ensuring compliance with agreed trading terms, company policies, and governance standards across all assigned accounts.
Requirements
- Education: An undergraduate degree from an accredited University.
- Experience: At least six years’ experience in various and progressively increasing sales responsibilities. Experience with a multinational environment is preferred.
- Training: Additional quality sales training is an added advantage.
- Proven Track Record: Demonstrated success achieving sales targets and excellence in 5P field execution.
- Networking: Good understanding of and current relationships with the large format retail trade at all levels.
- Competencies: Outstanding shopper and consumer knowledge, and strong negotiations skills.
- Strategic Capability: Proof of JBP development and execution, and the ability to surface analytics-based impactful insights.
How to Apply
Interested candidates should submit their applications to info@tumeconsulting.com quoting ‘Key Accounts Manager’ as the subject of their email by Monday, 23rd February 2026. Please note, only shortlisted candidates will be contacted.
