Dalida Van Dyk
Midrand
Summary
To obtain a National Key Account position using 18 years’ relevant experience in increasingly dynamic market environments Dynamic National Key Account Manager focused on maximising account profitability and market share. Implements strategic initiatives and promotional plans to enhance customer engagement and sales performance. Champions data-driven decision-making to adapt strategies and ensure operational excellence.
Overview
28
28
years of professional experience
Work History
National Key Account Manager
Adcock Ingram - Plush Professional Leather Care (Pty) Ltd
Midrand
06.2022 - Current
- Report directly to Head Of Retail
- Accounts :Shoprite Checkers, OK Foods, U Save, Woolworths, PEP, BabysRUs
- NIS Value of accounts – R220 million
- Home Care Categories – All Purpose Cleaners, Dishwashing Liquid, Toilet and Disinfectants, Floor Care, Furniture Polish, Shoe Polish, Leather Care, Specialist Cleaners, and Suede Cleaners.
- Healthcare Categories - Analgesics, Gut Health, Vitamins
- Brands – Plush, Panado, Compral, Gummy Vites, Probiflora
- P&L responsibility - minimise spend and other costs to make the account more profitable. Drive correct mix to deliver better margins.
- Develop Account Business Plans for each Key Account, Agencies and implement a time lined activity grid, incorporating sales and marketing activities.
- Negotiate and review account trading terms annually.
- Sales budgeting accruals & spend planning
- Negotiate promotional activity grids within each account through effective spend of co-op and other allocated marketing funds.
- Negotiate cycle and promotional price points with buyers, as well as price increases in line with pricing guidelines, whilst being competitive on shelf.
- Prepare and conduct monthly reviews with accounts, measure results, and align or change activities as required.
- Agree and manage Joint Business Plans (JBP).
- Category management data used to guide and implement at store level.
- Ensure accurate volume forecasting and input at weekly operational meetings to influence correct stock levels for procurement and sales purposes.
- Reporting and analysing sales, performance, and market share data.
- Manage on-shelf health, trade waste, and ensure no out-of-stock items in stores.
- Track and analyse key account trends, identifying opportunities for growth, and eliminating potential threats.
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- Identified upselling and cross-selling opportunities, resulting in a 10% increase in average account size.
- Devised promotional offers and discounts to peak customer interest.
- Forecasted and tracked renewals, upgrades and other key account metrics to prevent accounting issues.
- Conducted market analysis to understand industry trends and adjust account strategies accordingly.
- Led strategic commercial negotiations to enable long-term profitable growth.
- Utilised CRM tools to track account interactions, ensuring all team members had access to up-to-date information.
- Retained and developed allotted significant customer base by working with senior staff to create added value in customer experiences.
- Crafted personalised account plans that aligned with client objectives, securing long-term partnerships.
National Key Account Manager
Rieses Food Imports
Midrand
10.2016 - 04.2021
- Rieses Food Imports is a private, South African owned company dedicated to serving the South African Food Industry. Established in 1992, RFI has been providing service excellence to the multi-faceted FMCG industry and is today one of the pre-eminent food import companies.
- Develop and implement account strategies and action plans.
- Obtain/Develop New Business.
- Develop Account Business Plans for each Key Account, agency, and distributor, and implement a timed activity grid, incorporating sales and marketing activities.
- Accounts: Shoprite Checkers, Pick n Pay, Ok Foods, Dischem, Clicks, Makro, Game, Petroleum Channels, and Distributors at Head Office and regional level.
- Negotiate and review Account trading terms.
- Manage account profitability, including budgeting, accruals, and spend.
- Negotiate the Promotional Activity Grid within the Account through effective spending of Co-op and other allocated marketing funds.
- Negotiate cycle and promotional price points with buyers, as well as annual price increases, in line with pricing guidelines whilst being competitive on shelf.
- Prepare and conduct monthly reviews with accounts to gauge results and replan activities as required.
- Agree and manage Joint Business Plans (JBP).
- Category management data used to guide and implement at store level.
- Ensure accurate volume forecasting and input at weekly operational meetings to influence correct stock levels for procurement and sales purposes.
- Reporting and analysing sales, performance, and market share data.
- Manage on-shelf health, trade waste, and out-of-stock situations through the Field Marketing Agent and management of the relationships and performance of the aforementioned.
- Conduct meetings with Sales to develop and monitor the implementation of action plans to reduce out of stock, returns, and shelf health improvements.
Regional Key Account Manager
Parmalat Pty (Ltd)
05.2008 - 09.2016
- Parmalat is one of the major players in the South African dairy industry and has been active in the South African dairy industry since 1998. Our brand focus is on quality, and the annual array of national and international awards our products receive is testament to this. Parmalat SA (Pty) Ltd and Parmalat Africa (including South Africa, Zambia, Botswana, Swaziland, and Mozambique) form part of Lactalis, a French international dairy company.
- Account: Pick n Pay
National Commercial Account Manager
Cell C Limited
07.2006 - 04.2008
- Cell C Limited is a South African mobile company and one of the top 4 leading network providers in the country.
- Developing strategic business plans and budgets for key accounts.
- Manage commercial agreements with each account for compliance.
- Compile the quarterly operational sales plan, including promotional plans, strategies, and tactics.
- Determine annual budget requirements.
- Manage the setup and negotiate trading terms and commercial agreements for key accounts.
- Develop and implement direct consumer marketing activities specific to each region and target audience
National Channel Manager
KWV International
06.2005 - 06.2006
- KWV South Africa Limited is one of the leading wine and spirits producers in South Africa. Its brands include Roodeberg, KWV Wines & KWV Brandies, and Laborie.
- Developing Strategic Business Plans & Budgets for Key Accounts in the Off- Premise Channel. (Hotel Groups, Restaurants, Bars, Coffee outlets).
- Compile quarterly operational sales plan, including promotional plans and strategies by account by Region.
- Determine annual budget requirements.
- Manage set up and negotiate trading terms for Key Accounts.
- Develop & Implement Direct Consumer Marketing Activities through a team of Brand Ambassadors.
- Set Up National Events Department and annual calendar.
- Manage Key Performance Areas within the Accounts.
- Achieve predetermined sales volume & market share targets.
Sales Manager
South African Breweries (SAB now AB-Inbev)
07.1998 - 12.2004
- South African Breweries is a major brewery headquartered in Johannesburg, South Africa, and was a wholly owned subsidiary of SABMiller until its interests were sold to Anheuser-Busch InBev on 10 October 2016. South African Breweries is now a direct subsidiary of Anheuser-Busch InBev SA/NV.
- Developing Strategic Business Plans for the On & Off & Informal Sales channels.
- Compile quarterly operational sales plan, including promotional plans and strategies.
- Manage & Implement Category Management, flow diagrams, in-store plannograms and category performance by store.
- Develop an annual time and territory management plan.
- Determine annual budget requirements
Education
B.Com - Communications
University of Johannesburg
Johannesburg, GP01-1994
Skills
- Strategic planning
- Sales forecasting
- Negotiation tactics
- Business analytics
- Market analysis
- Profitability management
- Promotional strategy
- Commercial acumen
References
Available on request
Hobbies and Interests
Cooking
Gardening
Outdoor Activities
Sewing
Languages
Afrikaans
Proficient
C2
English
Proficient
C2
Accomplishments
To provide supporting examples for my achievements in FMCG account management, I have extracted specific, evidence-based accomplishments from my career history. These examples demonstrate my ability to drive growth, secure new business, and improve profitability across major FMCG accounts:
1. Achieving Substantial Account Growth
· At Adcock Ingram (Plush Professional Leather Care), I achieved a 23% value growth in the Shoprite Account within my first year. This was accomplished through strategic business planning, effective promotional activity negotiation, and rigorous performance analysis.
· At Rieses Food Imports, I delivered double-digit value growth in the Shoprite, SPAR, and Dischem accounts for three consecutive years, reflecting my consistent ability to grow key accounts in the FMCG sector.
2. New Business Acquisition and Channel Expansion
· At Adcock Ingram, I single-handedly secured the Game Business as a new account and successfully listed the business on the Takealot platform, expanding the company's reach into new retail and e-commerce channels.
3. Profitability and Cost Management
· At Rieses Food Imports, I decreased trade spend and increased activity where account profitability required drasticmeasures, demonstrating my focus on both top-line growth and bottom-line improvement.
· At Parmalat, I increased profitability by adjusting the pack and brand contribution to total sales, ensuring a more profitable product mix.
4. Account Turnaround and Relationship Building
· At Parmalat, I transformed the Pick n Pay Supermarket Account from a value
decline to a 2% value and volume growth account over 18 months. This turnaround was supported by re-establishing previously neglected relationships and implementing targeted business plans.
5. Recognition and Leadership
· I was named Adcock Consumer Employee of the Quarter in Q2 FY23, highlighting outstanding performance.
· At South African Breweries, I was promoted from Sales Rep to Sales Manager (the first female Sales Manager appointed at SAB) and was part of a team nominated as one of the TOP 15 Sales Teams out of 70 nationally.
These examples illustrate my expertise in managing and growing FMCG accounts, her strategic approach to business development, and my leadership in driving both sales and profitability.
Timeline
National Key Account Manager
Adcock Ingram - Plush Professional Leather Care (Pty) Ltd
06.2022 - Current
National Key Account Manager
Rieses Food Imports
10.2016 - 04.2021
Regional Key Account Manager
Parmalat Pty (Ltd)
05.2008 - 09.2016
National Commercial Account Manager
Cell C Limited
07.2006 - 04.2008
National Channel Manager
KWV International
06.2005 - 06.2006
Sales Manager
South African Breweries (SAB now AB-Inbev)
07.1998 - 12.2004
B.Com - Communications
University of Johannesburg