Title:  National Key Accounts Manager

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Job Grade: 20 
Location: Cape Town
Function: Commerce
Reference Number: 144520 
Closing Date: 03/10/2025

Purpose of the Role:

The National 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, 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.

Required Qualifications, Skills & Experience:

• Tertiary Qualification:
• A Degree 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 industry.
• Proven Track Record:
• Experience managing a substantial portfolio (R500 million+ in annual GSR) and driving significant sales growth.

• Commercial Acumen:
• Strong commercial acumen with full P&L accountability experience. Demonstrated success in driving category growth, developing innovative go-to-market strategies, and leading complex negotiations.
• Relationship Management:
• Excellent stakeholder management and influencing skills at all levels (both internally and externally). Exceptional relationship builder, able to create long-term, trust-based partnerships with retail customers.

• 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.

• Desirable:
• In-depth knowledge of the wine industry, including category trends, consumer behaviors, and retail dynamics.

Behavioural Competencies:

• Proactive & Driven:
• Anticipates challenges and opportunities, takes initiative, and consistently delivers beyond targets.
• Analytical & Detail-Oriented:
• Able to interpret complex data and translate into actionable insights with precision.
• Innovative & Forward-Thinking:
• Challenges the status quo, drives new ideas, and adapts strategies to stay ahead of the market.
• Collaborative Leader:
• Works cross-functionally to influence and align stakeholders, fostering a culture of accountability and performance.
• Resilient & Adaptable:
• Thrives under pressure, manages ambiguity, and maintains focus in a dynamic, fast-paced environment.
• People-Centric:
• Builds strong, trust-based relationships with customers, partners, and internal teams.
• Deliver:

• Focus on achieving results with a win-win approach.
• Celebrate success and ensure consistent delivery against targets.
• Shape:
• Place the consumer at the heart of decision-making.
• Take calculated risks and make bold moves to drive business growth.
• Connect:
• Champion a collaborative, inclusive culture that values diverse perspectives.
• Share knowledge, learn from others, and apply new insights.
• Develop:
• Engage in open and constructive feedback to foster personal and professional growth.
• Commit to continuous learning and development within a dynamic industry.

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.