Customer Manager – Consumer Division – Pharmaceutical Company (Gauteng) 34 views

Drive new business development and secure listings within FMCG retail channels Shoprite, PnP, Spar (Supermarkets, Convenience, Forecourts, Liquor Stores)
Drive new business development and secure listings within Independent Trade (Makro, Boxer, Masscash, Cash & Carry, Buying Groups including Distributors) for S0 & Non-Scheduled Front shop.
Build and nurture strong relationships with key retail accounts to maximize distribution, shelf space, and sales performance.
Build and nurture strong relationships with key Wholesale & Independent accounts to maximize distribution, shelf space, and sales performance.
Identify and develop opportunities for market expansion and category growth within assigned accounts.
Identify and scope new market development within the responsible accounts – to drive listing and distribution gain to increase market share

Listing & Distribution Growth:

Achieve first-time product listings and optimize distribution with targeted retailers. Perform category analysis and identify key buyers and decision-makers within accounts.

Stock & Merchandising Management:

Monitor stock levels and sales trends to ensure optimal stock holding at wholesalers and retail outlets. Ensure products are merchandised to brand standards and support in-store activations.

Strategic Account Planning:

Develop and execute comprehensive account plans aligning with overall commercial goals. Drive initiatives that increase sales velocity and category penetration.

Customer Relationship Management:

Maintain strong, consultative relationships with key retail partners. Serve as trusted advisor to client teams to proactively address their needs and challenges.

Negotiation & Contract Management:

Lead negotiations on pricing, trading terms, and promotional agreements. Ensure compliance with contractual obligations and maintain positive partnerships.

Cross-Functional Collaboration:

Work closely with marketing, supply chain, and operations teams to synchronize execution plans, promotional campaigns, and distribution logistics.

Risk & Opportunity Management:

Identify market risks such as competitor activity or supply challenges and develop mitigation strategies. Uncover new business opportunities within existing and new retail channels.

General working conditions (e.g. shift work, drivers’ license, specific tools, special clothing, environmental requirements, etc.)

This role is primarily office-based but requires extensive national travel to attend customer meetings, commercial reviews, planning sessions, and business development engagements.
Regular in-trade visits are expected to ensure execution alignment, build market understanding, and strengthen relationships across customer formats.
The role operates across corporate retail (e.g., head offices), independent retail, pharmacy chains, and wholesale environments, requiring adaptability to different customer contexts.
Overnight travel may be required based on business demands, regional coverage, or trade event schedules.
Flexibility to work outside standard business hours may be necessary during key promotional periods, launches, or buyer availability.
A valid driver’s license and reliable vehicle are essential for effective regional coverage and customer engagement.

Travel

The role requires 90% national travel based on customer and business needs, including a mix of planned account meetings, in-trade engagements, and ad-hoc commercial visits. Travel frequency may vary depending on the trading calendar, customer priorities, or promotional activity, and may include attendance at national meetings, launches, and strategic planning sessions.

Education

Bachelor’s degree in commerce, Marketing, Retail Management, Consumer Science, Supply Chain Management or equivalent.
Additional qualifications in Sales Strategy, Brand Management, or Category Management will be advantageous.
Exposure to Consumer Goods, Retail Buying, Shopper Marketing, or Trade Execution is highly valued.

Experience

3–5 years’ proven experience in FMCG sales, key account management, or trade marketing, with a strong understanding of consumer buying behaviour and retail execution dynamics.
Direct experience managing retail customer types such as supermarkets (e.g. Shoprite, PnP, Spar), convenience outlets, liquor stores, forecourts, and informal/general trade such as (Cash & Carry, Masscash, Buying groups, and independent retail).
Demonstrated ability to drive first-time listings, secure promotional space, increase share of shelves, and scale product distribution within complex retail networks.
Proven track record of meeting or exceeding sell-in and sell-through sales targets through effective planning, execution, and in-store activation strategies.
Experience working with sales & merchandising agencies and interpreting field execution data (e.g., coverage, compliance, promotional uplift) is preferred.

Skills/physical competencies

Strong communication and interpersonal skills with the ability to influence and build rapport across multiple stakeholders.
Analytical mindset with ability to interpret sales data, market trends, and develop actionable insights.
Excellent negotiation skills and commercial acumen.
Highly organized with strong planning and time management skills.
Tech-savvy, proficient in Microsoft Office (Excel, PowerPoint) and comfortable with sales data tools.
Ability to thrive in a fast-paced, target-driven environment and adapt to changing priorities.

Behavioural qualities

Commercially Driven – Operates with a strong bias for action and results, always seeking to drive volume, value, and visibility in-store.
Customer-Centric Mindset – Deeply understands the consumer and shopper journey; prioritizes customer needs and retail execution excellence.
Resourceful & Entrepreneurial – Thrives in dynamic retail environments, finds creative solutions to overcome trade barriers, and seizes in-market opportunities.
Goal-Oriented & Resilient – Operates with urgency and persistence to meet sales, distribution, and promotional targets in fast-paced settings.
Collaborative & Cross-Functional – Builds strong working relationships across marketing, supply chain, and sales teams to execute trade plans effectively.
Strong Commercial Judgement – Balances brand, customer, and profitability priorities when making trade or investment decisions.
Confident Communicator & Influencer – Able to engage buyers, store managers, and internal stakeholders to align behind commercial initiatives.
Agile & Adaptive – Quickly adjusts to shifting market conditions, competitor actions, or customer dynamics with a solution-oriented approach.