Retail Account Manager

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Role Summary

The Retail Account Manager is responsible for driving sustainable revenue, profitability, and market share growth across key consumer retail partners in South Africa. The role owns end-to-end retail account performance through the development and execution of strategic account plans, senior stakeholder engagement, and disciplined commercial management. This position requires strong commercial judgment, advanced negotiation capability, and close cross-functional collaboration to maximize retail performance and unlock growth across both established and emerging consumer channels.

Key Responsibilities

• Define and execute strategic retail account plans to deliver revenue growth, margin expansion, and market share gains.
• Build and maintain trusted relationships with senior decision-makers and key influencers within retail partner organizations.
• Identify, prioritize, and convert growth opportunities, leading complex commercial negotiations across pricing, margins, promotions, and contractual terms.
• Own full PL performance across assigned accounts, including revenue targets, gross margin delivery, and SRP governance.
• Drive new business development and channel expansion, including mass merchants, telcos, and emerging retail formats.
• Plan and deliver seasonal and tactical promotions in alignment with demand planning, forecasting, and supply constraints.
• Manage sell-in and sell-out performance, including forecasting accuracy, inventory health, returns, and DOA processes.
• Lead quarterly business planning with retail partners, covering assortment strategy, volume ambitions, and in-store activation.
• Build and manage detailed account profitability models, incorporating discounts, rebates, and marketing investments.
• Partner cross-functionally with product, marketing, finance, and operations teams to optimize portfolio performance and competitive positioning.
  
  

• Proven experience in retail account management, sales, or commercial roles within consumer electronics or a related sector.
• Strong commercial and negotiation skills, with demonstrable experience managing pricing, margins, and complex agreements.
• Ability to manage multiple sales channels while minimizing channel, pricing, and promotional conflicts.
• Solid experience in forecasting, demand planning, and performance tracking across sell-in and sell-out metrics.
• Strong stakeholder management skills with the ability to influence both internal and external senior partners.
• Highly commercial, analytical, and results-oriented, with strong problem-solving and communication capabilities.