Senior Key Account Lead - Domestic Convenience Retail

Westfalia Fruit, is a leading multinational supplier of fresh fruit and related value-added products to global markets. Through our vertically-integrated supply chain we grow, source, ripen, pack, process and market quality avocadoes & fresh produce - 365 days a year & across the globe.

With the largest avocado-growing footprint in the world, we are recognised as the leading and considered as the supplier of choice to both retail & wholesale customers whom we serve from sales offices in the UK, Europe, North America, Latin America & Africa.

The Key Account Domestic Retail Manager - Convenience is responsible for the strategic and commercial management of key domestic retail customers within the convenience channel in South Africa. The role owns end to end customer relationships, driving sustainable revenue growth, margin optimisation, and execution excellence while ensuring alignment between customer commitments and internal supply chain capabilities.

This role plays a critical part in strengthening customer partnerships, executing joint business plans, and ensuring operational delivery supports commercial objectives.

• Own and manage relationships with key domestic retail customers in the convenience channel.
• Act as the single point of accountability for assigned accounts, ensuring high levels of service, trust, and engagement.
• Lead regular customer meetings, performance reviews, and business planning sessions.
• Build strong, long term partnerships based on value creation and mutual growth.

• Deliver sales targets, revenue growth, and margin objectives for assigned accounts.
• Develop and execute joint business plans (JBPs) aligned with company strategy.
• Manage pricing, promotions, rebates, and contract negotiations within approved frameworks.
• Identify and convert growth opportunities, including range expansion, new listings, and channel development.

• Own account level forecasting accuracy in collaboration with customers and Supply Chain.
• Ensure customer demand is clearly communicated and aligned with internal planning and production capabilities.
• Proactively manage risks related to availability, service levels, and demand volatility.
• Support resolution of delivery issues, escalations, and service failures where required.

• Work closely with Supply Chain, Production, Procurement, Quality, and Finance teams to ensure commercial commitments are executable.
• Ensure alignment between customer requirements, operational constraints, and financial targets.
• Participate in internal S&O and business review processes where customer input is required.

• Track and report key account performance metrics, including sales, margin, service levels, and forecast accuracy.
• Ensure adherence to internal commercial governance, approval processes, and policies.
• Maintain accurate account documentation, contracts, and pricing records.

• Bachelor's or Honours degree in Supply Chain Management, Logistics, Business Administration, or a related field (required)
• Master's degree or equivalent qualification (preferred)
• Supply chain accreditation (for example APICS) (advantageous)

• Minimum 5-8 years' experience in key account management or commercial roles within FMCG, retail, or convenience environments.
• Proven experience managing domestic retail customers, preferably within food or perishable categories.
• Track record of delivering sales growth, margin improvement, and strong customer relationships.

• Strong commercial acumen with effective negotiation and influencing skills.
• Ability to balance customer needs with internal operational realities.
• Analytical and data driven, with strong planning and forecasting capability.
• Excellent communication, stakeholder management, and problem solving skills.
• Comfortable operating in a fast paced, dynamic environment.

• Customer centric and relationship driven
• Results oriented with strong accountability
• Collaborative and able to work cross functionally
• Resilient, adaptable, and solutions focused
• Highly organised with strong execution discipline

The role requires regular domestic travel within South Africa to support customer engagement and business execution.

The Company offers a Total Guaranteed Remuneration Package which comprises provident fund, insured benefits, and an option to structure an annual bonus.