Permanent - Key Accounts Manager - Cape Town - South Africa

POSITION IS BASED IN CAPE TOWN

Role Summary:

The Key Account Manager (KAM) in the Industrial Division is responsible for strategically managing and growing key customer accounts by building strong, long-term relationships and delivering value-driven solutions. This role requires a deep understanding of both the customer’s business and the organization’s product portfolio to drive sustainable sales growth and profitability.

The KAM plays a pivotal role in aligning internal resources with customer expectations, ensuring seamless execution across sales, supply chain, and technical support functions. The position focuses on commercial excellence through proactive business development, contract negotiation, strategic planning, and accurate forecasting. A successful KAM anticipates market needs, identifies growth opportunities, and ensures the organization remains a preferred partner to key customers in the Industrial market segment.

Key responsibilities

• Identify and pursue new customer opportunities, prospecting and winning new business to accelerate volume, revenue and margin growth.
• Develop and execute an aggressive sales strategy, from lead generation and qualification to contract negotiation and closing.
• Take ownership of customer engagements, making informed decisions to maximize value and drive long-term partnerships.
• Strengthen relationships with existing customers, continuously identifying opportunities for expanding basket of products offered, upselling and cross-selling.
• Act as a strategic partner, deeply understanding customer challenges and aligning company offerings to their needs.
• Stay ahead of industry trends, competitor activity and market opportunities to proactively position solutions.
• Develop strategic pricing structures based on market conditions, customer profiles, and company objectives.
• Create account sales plans, manage budgeting, and develop strategic approaches to achieve volume, revenue and gross margin targets. Involving the negotiation of terms, developing proposals, and management of contractual agreements with new and existing accounts, ensuring strong financial outcomes.
• Work closely with internal teams to ensure seamless execution of customer requirements and high service levels, including contributing to sales forecasting by analysing market trends and historical data to drive growth and decision-making.
• Provide hands-on support in resolving customer challenges, managing complaints, and ensuring satisfaction.

Required Qualifications and Experience

• A tertiary qualification, Bachelor of Science or Diploma – Analytical Chemistry or related discipline would be an advantage
• A minimum of  +7  years sales experience in the Industrial Market  (paints, coating) etc with a strong customer network and relationships.

Knowledge & Skills

• Previous experience in Key Account Management and industry-specific knowledge (Industrial Market) is essential.
• Proven experience in sales with a track record of success.
• Advanced computer skills, particular in Excel for data management, as well as proficiency in Word and PowerPoint.
• Proficiency in CRM software and sales analytics & sales tools.
• Strong negotiation and dispute resolution skills.
• SAP experience is preferred

The ideal candidate would be someone that has in depth knowledge and experience within the Industrial Market in CTN ( industry specific knowledge )  -   Industrial market :  customers which manufacture industrial products  for instance paints, detergents, degreasers and many others.  The candidate  should have a strong customer network and relationships within that industry.

Sales Experience is a must.

Competencies

• Takes initiative, embraces challenges, and thrives in an environment where they must build and innovate.
• Must have a growth mentality, be highly motivated to seek out and secure new business, rather than solely managing existing accounts.
• Ability to find solutions, overcome rejection, and persistently chase opportunities.
• Results-Driven execution, focused on achieving and surpassing sales targets with a strong sense of accountability.
• Understands how to align sales efforts with broader business goals to maximum impact.
• Passionate about solving customer problems and creating long-term value.
• Able to pivot strategies based on market dynamics and customer needs.
• Collaboration and influencing, strong communicator who builds trust and drives action across teams and stakeholders.