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Account Manager

Western Cape Market Related
Sector: Sales
Posted: Thursday, 4 August 2022

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Job Details


An international soft fruit group with business units across the world is seeking an Account Manager to be responsible for managing key customer accounts, identifying, and building new markets, maintaining a long-term relationship with these key customer accounts, and developing and growing the business with them, within the context of the export market.


Sales Planning

  • Identifying wins and losses by reflecting on the previous sales campaign by identifying trends and drawing conclusions.
  • Translate conclusions into high-level new season sales programs with the customers.
  • Convert the high-level customer program into a detailed, weekly customer sales plan (per cultivar, tier, region, pack type and transportation mode).
  • Prior to the season: Set-up and communicate the daily detailed marketing requirements, as received from the customer with respect to volumes, pack types, programs, ways of work etc, to the Demand Planner and follow up on specific requirements with the Operations, Technical and Packaging departments within the business.

Customer Relationship Management

  • Key point of contact for allocated export customer accounts.
  • Communicate with customers on regular basis to ensure alignment and expectations are clarified and met on an ongoing basis.
  • Develop, maintain, and grow customer and stakeholder relationships through managing customer expectations and meeting high service levels.
  • Collaborate with sales team to identify and grow new and existing business opportunities within the export market.
  • Develop identified growth areas within new export markets to ensure sustainable volume growth.
  • Manage and resolve customer queries to ensure customer satisfaction, in a sustainable manner.
  • Liaise with customers to follow up on sales orders and ensure the purchase orders are placed timeously, to ensure service delivery requirements are met.
  • Communicate product and pricing details clearly to relevant customers to ensure continuous alignment and market understanding.

Account Management

  • Negotiate volume and prices with the customers to optimise sales and grower returns, in a sustainable manner.
  • Place confirmed orders in a timely and accurate manner.
  • Work with logistics and operations to ensure timely and successful delivery of product and solutions according to customer needs and the overall program.
  • Prepare and present market-related data to the customers, growers and relevant stakeholders on a regular basis.
  • Handle deviations from expected volume of supply in collaboration with procurement and inputs from sales team on status of other customers (i.e. part of a BWSA holistic approach).
  • Understand and manage customer stock levels and sales rates to minimise stock build-up, limit waste and to ensure optimal returns.
  • Ensure that risk is minimized by managing customers according to pre-agreed conditions of trade.
  • Continuously assess and manage changes in arrival dates when shipping does not go as planned, by potentially making alternate arrangements.
  • Finalise consignments by signing of claims (for fixed customers) or verifying Account Sales (for Account Sale customers).
  • Manage and coordinate the daily detailed marketing requirements, as received from the customer with respect to volumes, pack types, programs, and ways of working with internal departments to uphold customer service levels.

Sales Administration

  • Set up workflows, timelines, and responsibilities of sales administration for allocated customers (including, but not limited to, customer orders, invoicing, subsequent claims, and debtors’ administration).
  • Manage, optimize, and maintain sales administration process throughout allocated customers by ensuring that efficient processes are in place and sales administrators are supported.
  • Timely and accurate reporting on account status in terms of YTD volume, prices, sales forecasts and debtors.
  • Follow-up on and support escalated overdue debtors and related claims/queries, as received from the Finance department/Sales Administrator.
  • Forecast and track key account metrics on a weekly basis.
  • Report to Sales manager on the status of customer accounts on a weekly basis.



  • Related administrative tertiary qualification (Essential)
  • Related marketing and sales tertiary qualification (Desirable)


  • Sales account management and trade experience (4 – 6 Years) (Essential)
  • Fruit industry knowledge and experience (Essential)
  • FMCG experience (Essential)
  • Supply and demand (3 – 5 Years) (Essential)
  • Pricing and costing mechanisms (3 – 5 Years) (Essential)
  • Logistic knowledge (3 – 5 Years) (Desirable)
  • Market knowledge (Essential)


  • Project management skills (Essential)
  • Strong negotiation skills (Essential)
  • Planning and organising skills (Essential)
  • Excellent communication skills (Essential)
  • Strong interpersonal skills (Essential)
  • Strong analytical skills (Essential)


  • Ownership and responsibility
  • Ability to deal with strategic, ‘bigger picture’ issues
  • Approaching problems in a rational and analytical manner
  • Ability to develop trusting relationships with others
  • Ability to cope well under pressure
  • Confidence
  • Balanced negotiation style
  • Commitment to producing work of a high standard
  • High Attention to detail
  • Process Orientated
  • Resilient
  • Solution-focused