National Key Account Manager

a fast-growing FMCG distributor operating in the nicotine and vaping category across Southern Africa. Our national key account relationships – SPAR, Pick n Pay, Shoprite and national forecourt groups – currently sit with the National Sales Manager / Head of Sales, alongside their regional leadership and national strategy responsibilities. As the business scales, these relationships need a dedicated owner. Are seeking a National Key Account Manager to take full ownership of them.

This is a senior, high-trust commercial role. The successful candidate will own the trading relationship, negotiation and commercial performance of every major national account – freeing the National Sales Manager to focus on regional leadership and national strategy, and building a second layer of continuity into the national sales structure.

The right candidate has personally negotiated at head-office or category buyer level with major national retail groups, can evidence key account revenue growth with real numbers, and is a credible, polished negotiator who protects margin as hard as they chase volume.Required Skills & Experience

Non-negotiable requirements

Minimum 4–5 years in key account management within FMCG, with direct negotiation experience at head- office or category buyer level with SPAR, Pick n Pay and/or Shoprite – candidate must name the specific groups worked with

Proven track record of key account revenue growth – must be able to evidence with numbers (a real base and result) and explain specifically what they personally did to achieve it

Experience building and negotiating national trading agreements, joint business plans and rebate structures

Strong commercial and margin literacy – able to explain the P&L impact of a trading term change

Comfortable and credible operating at senior buyer level; a confident, polished negotiator

Willing and able to travel extensively on a national basis

Valid driver’s licence and own reliable vehicle

Based in, or willing to relocate to, Cape Town, Port Elizabeth or Johannesburg

Preferred experience – strong differentiators

Existing relationships with SPAR, Pick n Pay, Shoprite or major national forecourt buying offices

Experience in the nicotine, vaping, tobacco or regulated consumer goods category

Experience in a founder-led, non-corporate or entrepreneurial environment

Experience managing multiple national key accounts concurrently, each with different negotiation dynamics

A track record that signals readiness for broader national sales leadership over time