Impact HR – National Sales & Key Accounts Manager – FMCG

We are seeking an ambitious, commercially driven leader to take ownership of our National Sales Operations and Key Accounts function. This is not a traditional sales management role. We are looking for an innovative commercial leader who can challenge conventional thinking, unlock new growth opportunities, and accelerate our performance across impulse, convenience, wholesale, forecourt, distributor and emerging channels. The successful candidate will lead a national team of Regional Sales Operations Managers and National Key Account Managers while driving profitable growth, market share gains, operational excellence and customer partnerships across South Africa & Exports Market.

ROLE ACTIVITY

Commercial Leadership

• Develop and execute national sales and channel growth strategies.
• Deliver Net Sales, volume, profitability and market share targets.
• Identify and unlock new growth opportunities across existing and emerging channels.
• Drive commercial excellence through data-driven decision making and execution discipline.

National Key Account Leadership

• Lead strategic customer relationships across major national accounts.
• Oversee development and execution of Joint Business Plans.
• Lead commercial negotiations and customer growth strategies.
• Drive customer profitability and return on trade investment.

Sales Operations & Execution

• Lead Regional Sales Operations Managers nationally.
• Ensure consistent execution standards across all regions.
• Drive route-to-market effectiveness and sales productivity.
• Deliver outstanding customer service levels and field execution standards.

Channel Development & Growth

• Develop growth strategies across impulse, convenience, forecourt, wholesale, distributor and out-of-home channels.
• Identify new routes-to-market and commercial opportunities.
• Leverage market insights, customer data and consumer trends to accelerate growth.

Leadership & Talent Development

• Build, coach and develop a high-performing sales organisation.
• Develop succession pipelines and future commercial leaders.
• Foster a culture of ownership, accountability and continuous improvement.

Experience

• 8 to 10 years’ experience within FMCG sales and commercial leadership.
• Proven success leading national sales teams and delivering growth.
• Experience managing complex customer relationships and negotiations.
• Strong understanding of route-to-market strategies and channel development.
• Demonstrated success growing channels such as:
  • Impulse
  • Convenience
  • Wholesale
  • Forecourts
  • Foodservice / Out-of-Home
  • Distributor networks
• Experience leading multi-layered teams across multiple regions.

Qualifications

• Degree in Commerce, Marketing, Business Management or a related field.
• Postgraduate qualification advantageous