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.
KEY RESPONSIBILITIES
Strategic Account Management (Woolworths)
The Woolworths account represents approximately 25% of Iwayini’s total revenue and is the most important commercial relationship for the company.
- 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 Woolworths.
- 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.
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.
Supply Chain & Production Data Management
Ensure accurate and timely sales data flows effectively into the production planning process to support the efficiency of Iwayini’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.
REQUIRED QUALIFICATIONS / EXPERIENCE
- Bachelor’s degree in business, Commerce or related field
- 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.
- Solid understanding of the wine industry, including category management, trade marketing, and basic wine production terminology.
- Proven ability to build strong, collaborative business relationships.
ESSENTIAL SKILLS
- Strong analytical and problem-solving abilities particularly in sales data analysis, financial planning, and forecasting
- Excellent attention to detail and accuracy
- Effective communication skills for presenting financial information
- Ability to work independently and manage multiple priorities
- Advanced proficiency in Excel
- Highly organised, self-motivated, and capable of managing competing, high-priority demands.
Applications to be sent to Lesley@RoseLRC.com. Closing date: Friday, 21 November 2025
In line with the Company's Employment Equity Policy, preference will be given to designated candidates.