Key Account/Channel Development Manager

Continental Baking Company Limited is seeking to recruit a Key Account/Channel Development Manager who will be responsible for driving growth and profitability across assigned sales channels.

This role will focus on strengthening key customer relationships, expanding market reach and executing commercial strategies that enhance visibility, distribution and revenue performance. The ideal candidate is both strategic and hands-on, skilled in partner engagement, trade activation and data-driven decision-making.

Core Functions

Channel Growth & Strategy

• Develop and execute strategic sales and distribution plans to increase market penetration, revenue and share of shelf across the Bread, Biscuits and Snacks categories.
• Implement channel-specific growth initiatives that align with overall business goals and marketing campaigns.
• Continuously assess channel performance and recommend improvement plans to maximize reach and profitability.

Partner Relationship Management

• Build and maintain strong, long-term relationships with distributors, wholesalers and retail partners.
• Ensure consistent product availability, optimal visibility and freshness across all outlets.
• Conduct regular business reviews with key accounts to align objectives, identify opportunities and address operational issues.

Sales Performance & Insights

• Monitor daily, weekly and monthly sales performance by SKU and channel.
• Analyse sales trends, market dynamics and competitor activities to generate actionable insights.
• Provide regular reports and recommendations to inform business strategy and resource allocation.

Trade Activation

• Collaborate with the Marketing team to plan and execute in-store activations, point-of-sale promotions and secondary placements that drive visibility and impulse purchases.
• Manage and analyse gondola rentals and other in-store visibility investments to optimize ROI.

Partner Enablement & People Development

• Recruit, train and supervise sales contractors and other field personnel to ensure consistent market execution and strong product knowledge.
• Conduct regular market visits and performance assessments to drive accountability and engagement.

Operational Coordination

• Work cross-functionally with Marketing, Logistics and Production teams to ensure alignment on demand planning, OTIF (On Time In Full) delivery and promotional scheduling.
• Maintain communication loops to anticipate and mitigate supply chain or inventory challenges.

Sales & Negotiation

• Lead commercial discussions and negotiations with key accounts, including pricing, rebates and promotional agreements.
• Balance growth objectives with profitability targets to achieve sustainable business performance.

Market Expansion

• Identify, evaluate and develop new business opportunities within emerging sales channels, markets and customer segments.
• Support strategic partnerships that enhance brand reach and competitiveness.

Minimum Qualifications

• Bachelor’s Degree in Business Administration, Marketing or a related field.
• 5+ years’ experience in Sales, Key Account Management or Channel Development, preferably within the FMCG or Food Manufacturing industry.
• Proven track record of achieving revenue and distribution growth targets.
• Strong analytical, negotiation and relationship management skills.
• Proficiency in the use of Microsoft Office Suite, with strong emphasis on PowerPoint and Word.
• Excellent human relations, communication, time management, organizational, critical thinking and problem-solving skills.
• Highly professional, ethical and of integrity.
• Required to work on weekends and public holidays, to meet operational demands.

We thank you for your interest, however, only short-listed persons will receive a response.