Key Accounts Manager - Iwayini

Iwayini is the proud owner of two distinguished South African wine estates: Neethlingshof Wine Estate and Villiera Wines. We are committed to growing volume and value sales, and building powerful brand equity in the competitive South African market. Iwayini operates with the global backing and strategic vision of our parent company, Les Grands Chais de France (LGCF), one of the world's largest family-owned wine businesses, selling over 500 million bottles annually across the globe. This role offers the opportunity to merge local South African market expertise with the scale and professionalism of a global leader.

PURPOSE OF THE ROLE
The Key Account Manager is a critical, high-impact role responsible for the financial stability and strategic growth of Iwayini’s most vital commercial relationships. This position requires a professional blend of sales acumen, exceptional relationship management, and strong analytical capabilities.  Reports to the National Sales & Marketing Manager

KEY RESPONSIBILITIES

1. Strategic Key Account Management 

Manage and develop strategies within our key accounts to ensure sustainable growth and customer success. 

• Strategic Planning & Growth: Develop and execute an annual strategic account plan focused on growing both volume and value (revenue) for all Iwayini-owned brands (Neethlingshof and Villiera) within Key Accounts.

• Negotiation & Promotion: Lead all annual price and trading term negotiations. Plan and implement effective promotional calendars, ensuring high ROI and alignment with Iwayini’s brand strategies.

• Performance Review: Conduct regular business reviews (monthly/quarterly) to analyse sales data, track KPIs, identify gaps, and propose corrective actions.

• Relationship Management: Cultivate deep, professional relationships at all levels within the Woolworths buying, planning, and logistics teams.

2. Third-Party Supplier Relationship Management

Manage and nurture commercial relationships with our third-party suppliers, which includes companies for whom Iwayini produces wine under their private or proprietary brands.

• Contract Management: Ensure all terms, volumes, quality standards, and service level agreements (SLAs) are met according to contracts.

• Service Excellence: Act as the primary point of contact, ensuring a seamless and high-quality service experience from grape sourcing through to delivery.

• Profitability & Pricing: Oversee the profitability of these third-party contracts, managing input costs and negotiating yearly supply pricing.

3. Supply Chain & Production Data Management

Ensure accurate and timely sales data flows effectively into the production planning process to support the efficiency of Neethlingshof and Villiera's wineries.

• Sales Forecasting: Generate accurate, short-term (3-6 month) and long-term (12-18 month) sales forecasts, broken down by SKU, based on account performance and promotional activity.

• Data Liaison: Serve as the critical liaison between the Sales function and the Winery Production Manager, communicating demand signals and forecast adjustments proactively.

• Inventory Oversight: Work closely with Logistics to manage inventory levels, reduce out-of-stocks, and mitigate potential obsolescence or storage issues.

QUALIFICATIONS AND EXPERIENCE

• Experience: Minimum of 5 years of experience in Key Account Management, ideally within the FMCG or premium beverage industry. Experience dealing directly with major South African retailers (Woolworths, Pick n Pay, Shoprite) is highly advantageous.

• Industry Knowledge: Solid understanding of the wine industry, including category management, trade marketing, and basic wine production terminology.

• Skills: Exceptional analytical skills, particularly in sales data analysis, financial planning, and forecasting. Advanced proficiency in Microsoft Excel.

• Attributes: Proven ability to build strong, collaborative business relationships. Highly organised, self-motivated, and capable of managing competing high-priority demands.

• Education: Bachelor’s degree in business, Commerce, or a related field.