Head of Key Accounts

Location: Cape Town – On-site
Seniority: Senior / Seasoned
Industry: Retail / Digital
Language: Afrikaans & English

About the Opportunity

We are seeking a seasoned Head of Key Accounts to lead and grow strategic retailer relationships.

This is a senior commercial role suited to an experienced professional with a strong retail and digital background, proven expertise in managing large key accounts, and the ability to successfully lead and develop a team.

The ideal candidate will be commercially driven, relationship-focused and confident engaging with senior stakeholders and decision-makers within large retail environments.

Key Responsibilities

Key Account Leadership

• Lead and manage the Key Accounts function.
• Manage, mentor and develop a team of Account Managers.
• Own and grow relationships with major retail clients.
• Build strong relationships with senior decision-makers and key stakeholders.
• Ensure the effective management and retention of strategic accounts.

Commercial Growth

• Develop and execute strategies to upsell and cross-sell within existing accounts.
• Identify new commercial opportunities within existing customers.
• Drive account growth, revenue and retention.
• Identify opportunities to expand the company's footprint across existing retailers.
• Lead commercial negotiations and close opportunities.
• Monitor account performance, pipeline and revenue opportunities.

Client & Digital Solutions

• Develop a strong understanding of clients' commercial objectives and business requirements.
• Translate client needs and objectives into relevant digital solutions and services.
• Identify opportunities to deliver additional value and strengthen long-term client relationships.

Internal Collaboration

• Work closely with internal sales, digital and operational teams.
• Coordinate effectively across teams to ensure client requirements are understood and delivered.
• Maintain strong communication between key clients and internal stakeholders.

Qualifications & Experience

• Significant experience as a senior sales or key account professional.
• Proven experience managing large retail accounts.
• Previous experience managing, mentoring and leading a team.
• Strong background in digital solutions and/or digital services.
• Demonstrated track record of upselling, cross-selling and closing commercial opportunities.
• Experience engaging and negotiating with senior stakeholders and decision-makers.
• Strong understanding of the South African retail environment.

Skills & Attributes

• Strong commercial acumen and negotiation skills.
• Strategic and growth-focused mindset.
• Excellent relationship-building and stakeholder management skills.
• Confident communicator with strong presentation and influencing abilities.
• Results-driven with a focus on revenue growth and client retention.
• Strong leadership and people-development capabilities.
• Able to operate effectively in a senior, fast-paced commercial environment.

Essential Requirements

• Afrikaans speaking is essential.
• Strong English communication skills.
• Cape Town based and able to work on-site.