Key Account Manager

Overview

The Key Account Manager who will be responsible for driving revenue growth through the acquisition, development, and retention of key customer accounts. The role involves building strong customer relationships, understanding procurement needs, negotiating profitable commercial terms, and connecting buyers with reliable suppliers of quality fresh produce through the digital marketplace. The position aims to grow the client portfolio, strengthen customer satisfaction, encourage repeat business, and achieve sustainable sales growth.

Job description

1. Key Account Management and Business Development

• Identify, acquire and onboard strategic buyers, including supermarkets, hotels, restaurants, wholesalers, retailers, food processors and institutional buyers.
• Develop and maintain strong relationships with existing and prospective clients.
• Understand clients' procurement requirements, buying patterns, volumes and quality expectations.
• Develop account plans to grow sales volumes, revenue and customer retention.
• Identify cross-selling and upselling opportunities across the fresh produce portfolio.
• Negotiate pricing, supply agreements and commercial terms within approved company guidelines.
• Maintain a healthy sales pipeline and consistently pursue new business opportunities.

2. Revenue Generation and Sales Performance

• Drive achievement of assigned sales targets, revenue and gross margin objectives.
• Develop strategies to increase customer purchase frequency and average order value.
• Monitor account performance and identify opportunities to increase sales.
• Prepare and present sales forecasts, account growth plans and periodic performance reports.
• Follow up on quotations, orders, payments and outstanding customer commitments.
• Monitor customer profitability and ensure commercially sustainable account relationships.

3. Customer Experience and Retention

• Serve as the primary point of contact for assigned key accounts.
• Ensure timely and effective resolution of customer complaints and service issues.
• Coordinate with sourcing, packhouse, logistics and operations teams to ensure timely delivery of quality produce.
• Monitor customer satisfaction and proactively address service gaps.
• Conduct regular customer visits and business reviews.
• Promote long-term partnerships through consistent service delivery and relationship management.

4. Market Intelligence and Business Strategy

• Monitor market trends, produce prices, customer demand and competitor activities.
• Identify new market segments and opportunities for business expansion.
• Gather customer feedback to inform product offerings and service improvements.
• Provide insights on pricing, demand patterns and emerging customer needs.
• Recommend strategies to improve market positioning and competitiveness.

5. Digital Marketplace and Account Administration

• Support customers in adopting and effectively using the digital marketplace.
• Ensure customer accounts and procurement requirements are accurately captured and updated.
• Maintain accurate records of customer interactions, orders, sales performance and account developments.
• Use the company's CRM and digital reporting tools to track sales activities and account performance.
• Ensure compliance with approved credit terms, pricing policies and customer onboarding procedures.

Requirements

• Bachelor's degree in Business Administration, Sales and Marketing, Commerce, Agribusiness or a related field.
• Professional certification in Sales, Marketing or Customer Relationship Management will be an added advantage.
• At least 3–5 years' relevant experience in key account management, business development or B2B sales.
• Experience in FMCG, agribusiness, fresh produce distribution, retail, food service or supply chain environments will be highly desirable.
• Demonstrated experience in managing strategic business accounts and achieving revenue targets.