Key Accounts Manager
Observatory, Cape Town | Permanent Role
Reporting to Head of Commercial
Beck Family Estates is seeking a commercially focused Key Accounts Manager to lead and grow strategic customer partnerships across South Africa. This role converts commercial strategy into targeted account plans, joint business planning, and disciplined execution that delivers sustainable revenue, margin growth, and premium brand stewardship across the BFE portfolio (Graham Beck, Steenberg and Allure).
KEY RESPONSIBILITIES
Account Strategy & Joint Business Planning
• Translate commercial strategy into account strategies and JBP
• Build customer back strategies for premium positioning
Sales Delivery & Commercial Management
• Deliver volume, value, GP and mix targets
• Forecast with Demand Planning and Management of Trade Terms
Customer Engagement & Negotiation
• Lead senior engagement and negotiate listings
• Present innovation aligned with sellout activation
Execution Excellence & Activation
• Brief Trade Marketing and field teams
• Monitor competitive activity
Cross Functional Integration
• Align with Marketing, Supply Chain, Finance
• Provide insights to inform pricing and channel strategy
Governance, Reporting & Ways of Working
• Maintain accurate pipeline and promo calendars
• Adhere to contracting, credit, and compliance policies
CORE COMPETENCIES
• Commercial Acumen
• Account Leadership
• Data Driven
• Brand Stewardship
• Collaboration
• Execution Discipline
CONTACTS
Internal
Cellar Masters, Finance, Supply Chain, Marketing, Trade Marketing, Commercial, Sales, Data | Insights and Technology, HR
External
Key Accounts – National groups, distributors and merchandising service providers.
SCOPE
Markets: South Africa
Channels: Off Trade
Brands: Entire BFE portfolio, aligned to brand strategy and pricing architecture
QUALIFICATIONS & EXPERIENCE
• Relevant tertiary qualification (Business Management/Marketing)
• 5–8 years commercial/sales experience in premium wine/luxury beverage/FMCG
• Demonstrated success in JBP, pricing architecture, promo ROI, complex negotiations
• Proficiency in MS Excel/PowerPoint; Power BI advantageous
Closing date for applications is 26th January 2026