Head of Key Accounts

In brief

**Overview** This role at Saint-Gobain is for a Head of Key Accounts responsible for developing and executing the national retail key-account strategy. The primary objective is to deliver sustainable, profitable growth across Saint-Gobain's strategic retail customers. The position offers strategic and commercial leadership to the Key Account Management team, holding overall responsibility for maximising the value of the national retail customer portfolio. The role aims to transition the business beyond traditional account management to strategic customer development, utilizing customer insight, market intelligence, competitor analysis, and commercial data to identify growth opportunities, increase product penetration, expand customer product baskets, and improve Saint-Gobain's share of wallet. **What you will do** * Develop and own the national retail Key Account strategy, aligned with the overall Saint-Gobain commercial strategy. * Segment and prioritise national accounts based on current value, profitability, strategic importance, and future growth potential. * Establish clear strategic objectives for each identified national retail account. * Analyse product penetration by customer; identify range gaps and cross-selling opportunities. * Develop a formal competitor-intelligence capability across the retail Key Account team, ensuring understanding of major competitors by product category, competitor product ranges, and pricing positions. * Build an analytical approach to Key Account Management, developing reporting and insights covering sales by customer, branch/store, and by region. * Ensure every strategic customer has a robust Key Account Plan with measurable growth priorities and actions. * Translate company strategy into customer-specific growth plans. * Identify where Saint-Gobain is underrepresented within individual customers, regions, branches, categories, or product groups. * Develop differentiated strategies by customer rather than applying a single national-account approach. * Establish clear individual objectives and KPIs. * Build strong working relationships with marketing and category/product Management. **Requirements (from the original advert)** * Minimum matric qualification. * Bachelor of Commerce Degree. * At least five years of experience in key account management. * Strong negotiation skills. * Strong communication skills. * Strong stakeholder management skills. * Proven experience with a track record of securing strategic agreement. * Proficiency in Excel. * Proficiency in PowerPoint. * Proficiency in data analysis. * SAP experience (advantageous). * Commercial awareness. * Ability to develop, plan, and implement account plans that drive business growth. * Ability to manage effective stakeholder management and networking capabilities across internal and external environments. **Who should apply** A dynamic, strategic, and commercially-minded leader with a Bachelor of Commerce degree and a minimum of five years' experience in key account management. The ideal candidate will possess strong negotiation, communication, and stakeholder management skills, with a proven track record of securing strategic agreements. They must be proficient in Excel, PowerPoint, and data analysis, demonstrate commercial awareness, and be capable of developing and implementing account plans that drive business growth. This role suits someone adept at managing stakeholders and networking, who is eager to lead a team in strategic customer development, leveraging insights and data to maximize portfolio value and achieve profitable growth. **Deadline** Not specified **Reference** Original posting: https://www.myjobmag.co.za/job/head-of-key-accounts-saint-gobain-1 Source: myjobmag

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At a glance

• Microsoft Excel
• SAP

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