National Account Manager - Massmart

Location: Bryanston

Qualification: Bachelors’ degree or BCom 

Experience: 5-8 years’ in Senior Key Accounts Management, Account Management or Field Sales experience in FMCG and/or Wholesale (in channel and category development) with strong leadership experience.

Closing date: 14 September 2026

Position Summary

We’re now looking for a National Account Manager for Massmart within our Sales team. The role is responsible for ensuring commercial growth for the specific Customer group by developing, implementing and managing sustainable trading and category strategies while driving the creation and execution of annual customer plans that algin with overarching business and customer objectives – ensuring the delivery of budgeted sales, profit and customer investment targets in accordance with company policies and procedures.

A day in the life of a National Account Manager:

• Customer planning and management: Develop a deep understanding of the Massmart customer, including strategy, business plans, KPIs, cost structures and key stakeholders.
• Develop and execute annual customer plans aligned to the Integrated Commercial Plan, delivering sales, profit and customer objectives.
• Partner cross-functionally to identify and implement commercial initiatives informed by shopper, category, channel and customer insights.
• Lead joint business planning, manage customer relationships and review account performance regularly to adjust plans and unlock growth opportunities.
• Ensure monthly deliverables such as forecasting, outlook provisions and account reviews are completed accurately and on time.
• Drive sustainable profitable growth: Use sales and profit levers such as pricing, product mix, promotions, customer mix and trade investment to drive profitable growth for Nestlé and the customer.
• Manage trade spend, promotional strategy, ROI evaluations, pricing compliance, bad goods, overdues and daily sales outstanding to protect profitability.
• Prepare for and lead customer negotiations, including trading terms, promotional agreements and conditional concessions to achieve mutually beneficial outcomes.
• Analyse account performance, competitor activity, category trends and shopper dynamics to identify risks, opportunities and corrective actions.
• Compliance: Adhere to Nestlé trade policies, local sales policies, pricing strategies, trade terms, safety requirements, legal regulations, and the WHO and Local Code.
• People development: Support career development, succession planning, coaching and development of direct reports.

What will make you successful:

• Bachelors’ degree or BCom 
• 5-8 years’ in Senior Key Accounts Management, Account Management or Field Sales experience in FMCG and/or Wholesale (in channel and category development) with strong leadership experience.
• Strong experience in Sales or Marketing
• Demonstrated experience dealing with National and Regional Buyers. 
• FMCG and/or Wholesale experience (in channel and category development), Key account management, CDT, Sales Operations and marketing.
• Demonstrated success in a number of related sales roles
• Demonstrated ability to motivate and develop people
• An appreciation for the use & application of various data sources i.e. Circana
• Ability to influence & forge strategic partnerships with customers
• Experience in the management of pricing and promotions in a cross category environment.
• Strong commercial acumen, excellent selling, influencing & negotiation skills
• Strong executional focus