Title:  Sales Capability Manager Key Accounts

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Immediate Superior: National Sales Capability Development Manager
Job Grade: 15 
Location: Sandton
Function: Commerce
Type of Contract: Permanent
Reference Number: 134840 
Closing Date: 22 April 2025

PURPOSE OF POSITION

The Sales Capability Manager – Key Accounts is a strategic enabler responsible for strengthening commercial excellence, enhancing strategic negotiation skills, and embedding a customer-centric sales approach within the Key Accounts function. This role ensures that Key Account teams are equipped with best-in-class training, advanced commercial tools, and data-driven methodologies to drive sustainable growth, maximize trade investment returns, and build long-term, profitable partnerships. The position is integral to embedding a capability-led culture, ensuring that Heineken Beverages remains a leader in category growth, shopper engagement, and trade execution.

KEY RESULT AREAS

Commercial Capability Development & Training

• Design and deliver training programs on strategic selling, negotiation mastery, and category leadership for Key Account Managers (KAMs) and Trade Marketers.
• Develop structured learning initiatives on Joint Business Planning (JBP), trade spend optimization, and revenue management.
• Integrate digital learning tools, case studies, and real-world commercial simulations into training methodologies.
• Partner with global and regional commercial excellence teams to embed best practices in Key Account Management.

Embedding a Data-Driven, Customer-Centric Sales Approach

• Build and enhance teams’ capabilities in shopper insights, retail execution, and category management.
• Train teams on data-driven decision-making, leveraging market analytics and customer data to drive competitive advantage.
• Develop practical learning programs on promotional effectiveness, pricing strategies, and market trends.
• Ensure that Key Account Managers (KAMs) and National Account Managers (NAMs) can effectively engage in customer joint business planning and strategic partnerships.

 Trade Investment & Financial Acumen Enhancement

• Lead capability-building initiatives around trade spend efficiency, return on investment (ROI) analysis, and financial forecasting.
• Train teams on compliance requirements, trade policy, and financial controls in key account agreements.
• Establish best-practice workshops on profitability analysis, margin management, and trade contract negotiations.

Performance Measurement & Advanced Reporting

• Develop and implement training on AI-driven sales forecasting, sales reporting tools, and predictive analytics.
• Foster a culture of data-driven performance management, ensuring teams can interpret and act on commercial insights.
• Build structured coaching programs to ensure KAMs leverage reporting systems effectively for customer negotiations

Coaching, Leadership Development & Innovation

• Implement a structured coaching framework that fosters a high-performance culture across Key Accounts.
• Drive cross-functional collaboration, ensuring alignment between Key Accounts, Trade Marketing, and Sales Execution teams.
• Integrate digital sales enablement tools to enhance customer engagement and drive commercial efficiency.
• Champion innovation by introducing AI-powered negotiation platforms, real-time sales tracking tools, and digital learning initiatives.

EDUCATIONAL QUALIFICATIONS

• Bachelor’s degree in Business, Finance, Logistics, Data Science, Commerce, or a related field.
• A postgraduate qualification in Business Strategy, Sales Leadership, or Commercial Excellence is advantageous.

PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES

Minimum 5 years’ FMCG sales experience – with experience in the following:

• Key Account Management & JBP execution.
• Trade marketing execution & category management.
• Financial acumen & compliance in trade agreements.
• Understanding of liquor trading policy & the commercial liquor landscape in South Africa.
• Strategic thinker with a strong ability to align sales capability development with commercial priorities.
• Expertise in data-driven decision-making, market analytics, and revenue management.
• Proven ability to drive capability transformation in sales teams.
• Strong facilitation and coaching skills to embed a high-performance sales culture.
• Ability to collaborate cross-functionally with marketing, category management, and supply chain teams.
• Advanced proficiency in digital sales tools, AI-driven analytics, and e-learning platforms.
• High level of financial acumen, trade compliance knowledge, and risk management

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.