Ishmael Lebipi
Key Accounts Manager
Edenvale
Summary
Experienced account management professional with strong track record in client relations, strategic planning, and revenue growth. Known for fostering team collaboration and achieving results, adaptable to changing business needs. Skilled in relationship building, negotiation, and project management. Recognized for reliability, effective communication, and problem-solving abilities.
Overview
25
25
years of professional experience
7
7
Languages
Work History
National Key Accounts Manager (Wholesale)
Diplomat SA
10.2020 - 08.2021
- Develop and implement a customer business plan that is aligned to the customer’s needs, Company’s business objectives, marketing and category plans and deliver budgeted growth targets by category (done jointly with Customers where appropriate)
- Support the CMM and Category Managers in the development of Customer specific Category /and or Shopper Marketing Strategies that are based on shopper insights.
- Continually monitor and analyse competitor activity as well as customer performance against the agreed objectives and if required, develop and implement the appropriate corrective action to ensure that targets are achieved.
- Implement, monitor and evaluate agreed POP (pricing, promotions, ranging, and merchandising) plans on a monthly basis.
- Develop and agree (internally and externally) a customer contact strategy based on the customers’ needs.
- Develop and communicate monthly, quarterly and annual reviews to customers
- Support the innovation process by providing the Category team with Customer specific information for input into the launch plans.
- Agree listing dates, distribution and volume targets, pricing, range and merchandising objectives for all NPD and ensure the achievement of these targets
- Liaise with the Category Managers to ensure trade presenters include all relevant information, as well as to develop a customer specific trade rationale for any category or brand innovation.
- Liaise with logistics, planning, debtors and field sales to ensure that the customers’ service needs are met.
- Monitor customer service levels (order fill, case fill, credit notes, on-shelf availability) and develop corrective plans to address any issues.
- Negotiate and agree trading terms based on the business objectives and strategic importance of the Customer (to include annual growth targets by category, promotional spend, payment terms, delivery allowances) Trading terms monitored proactively with the Customer and corrective action agreed.
- Initiate and develop an effective working relationship with the National and Regional Field Sales Manager s to ensure that all activities are communicated timeously for inclusion in the Field cycle meeting.
- Ensure adherence to all Divisional & Corporate policies and procedures, in particular the management and control of pricing and advertising budgets
- Current Situation: Since resigning I have been doing consulting work.
- August 2021: For personal reasons I decided to resign from Diplomat SA effective 31st August 2021.
- Developed and maintained long-term relationships with key clients, enhancing account retention and satisfaction.
- Analyzed market trends and client needs to create tailored solutions, driving revenue growth.
- Collaborated with cross-functional teams to streamline account management processes and improve service delivery.
- Conducted regular business reviews with clients, identifying opportunities for upselling and increased engagement.
National Key Accounts Manager (Wholesale)
Twin care Group (former Nampak Tissue)
10.2014 - 04.2016
- Develop and implement a customer business plan that is aligned to the customer’s needs, Company’s business objectives, marketing and category plans and deliver budgeted growth targets by category (done jointly with Customers where appropriate)
- Support the CMM and Category Managers in the development of Customer specific Category /and or Shopper Marketing Strategies that are based on shopper insights.
- Responsible for business development in SADC countries
- Continually monitor and analyse competitor activity as well as customer performance against the agreed objectives and if required, develop and implement the appropriate corrective action to ensure that targets are achieved.
- Implement, monitor and evaluate agreed POP (pricing, promotions, ranging, and merchandising) plans on a monthly basis.
- Develop and agree (internally and externally) a customer contact strategy based on the customers’ needs.
- Develop and communicate monthly, quarterly, and annual reviews to customers
- Support the innovation process by providing the Category team with Customer specific information for input into the launch plans.
- Agree listing dates, distribution and volume targets, pricing, range and merchandising objectives for all NPD and ensure the achievement of these targets
- Liaise with the Category Managers to ensure trade presenters include all relevant information, as well as to develop a customer specific trade rationale for any category or brand innovation.
- Liaise with logistics, planning, debtors and field sales to ensure that the customers’ service needs are met.
- Monitor customer service levels (order fill, case fill, credit notes, on-shelf availability) and develop corrective plans to address any issues.
- Negotiate and agree trading terms based on the business objectives and strategic importance of the Customer (to include annual growth targets by category, promotional spend, payment terms, delivery allowances) Trading terms monitored proactively with the Customer and corrective action agreed.
- Initiate and develop an effective working relationship with the National and Regional Field Sales Manager s to ensure that all activities are communicated timeously for inclusion in the Field cycle meeting.
- Ensure adherence to all Divisional & Corporate policies and procedures, in particular the management and control of pricing and advertising budgets
- 2018 To June 2020: After moving on from Twin saver I started doing consultancy work some FMCG distributors. Some of whom were my customers during my days while still employed.
- Responsibilities: Facilitate opening accounts with Suppliers, Open export accounts, Product ranging, Promotional scheduling, Trading terms negotiating and advise, Enterprise Development.
- Mentored junior account management staff, fostering professional development and knowledge sharing.
- Led strategic planning initiatives to align account strategies with organizational goals and client expectations.
- Implemented customer feedback mechanisms to refine service offerings and enhance client experiences.
- Negotiated contract renewals and pricing structures, ensuring competitive positioning and profitability.
National Key Accounts Manager (Wholesale)
SFH (Population Services International –PSI)
01.2013 - 08.2014
- Develop and implement a customer business plan that is aligned to the customer’s needs, Company’s business objectives, marketing and category plans and deliver budgeted growth targets by category (done jointly with Customers where appropriate)
- Support the CMM and Category Managers in the development of Customer specific Category /and or Shopper Marketing Strategies that are based on shopper insights.
- Responsible for business development in SADC countries
- Continually monitor and analyse competitor activity as well as customer performance against the agreed objectives and if required, develop and implement the appropriate corrective action to ensure that targets are achieved.
- Implement, monitor and evaluate agreed POP (pricing, promotions, ranging, and merchandising) plans on a monthly basis.
- Develop and agree (internally and externally) a customer contact strategy based on the customers’ needs.
- Develop and communicate monthly, quarterly, and annual reviews to customers
- Support the innovation process by providing the Category team with Customer specific information for input into the launch plans.
- Agree listing dates, distribution and volume targets, pricing, range and merchandising objectives for all NPD and ensure the achievement of these targets
- Liaise with the Category Managers to ensure trade presenters include all relevant information, as well as to develop a customer specific trade rationale for any category or brand innovation.
- Liaise with logistics, planning, debtors and field sales to ensure that the customers’ service needs are met.
- Monitor customer service levels (order fill, case fill, credit notes, on-shelf availability) and develop corrective plans to address any issues.
- Negotiate and agree trading terms based on the business objectives and strategic importance of the Customer (to include annual growth targets by category, promotional spend, payment terms, delivery allowances) Trading terms monitored proactively with the Customer and corrective action agreed.
- Initiate and develop an effective working relationship with the National and Regional Field Sales Manager s to ensure that all activities are communicated timeously for inclusion in the Field cycle meeting.
- Ensure adherence to all Divisional & Corporate policies and procedures, in particular the management and control of pricing and advertising budgets
- Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
- Analyzed sales and customer data to identify trends and opportunities for increased profitability.
- Analyzed market trends, identifying opportunities for expanding product offerings within key accounts.
- Strengthened client relationships through regular communication and effective problemsolving.
Customer Manager
Kimberly Clark SA
11.2009 - 01.2013
- Develop and implement a customer business plan that is aligned to the customer’s needs, Company’s business objectives, marketing and category plans and deliver budgeted growth targets by category (done jointly with Customers where appropriate)
- Support the CMM and Category Managers in the development of Customer specific Category /and or Shopper Marketing Strategies that are based on shopper insights.
- Continually monitor and analyze competitor activity as well as customer performance against the agreed objectives and if required, develop and implement the appropriate corrective action to ensure that targets are achieved.
- Implement, monitor and evaluate agreed POP (pricing, promotions, ranging, and merchandising) plans on a monthly basis.
- Develop and agree (internally and externally) a customer contact strategy based on the customers’ needs.
- Develop and communicate monthly, quarterly, and annual reviews to customers
- Support the innovation process by providing the Category team with Customer specific information for input into the launch plans.
- Agree listing dates, distribution and volume targets, pricing, range and merchandising objectives for all NPD and ensure the achievement of these targets
- Liaise with the Category Managers to ensure trade presenters include all relevant information, as well as to develop a customer specific trade rationale for any category or brand innovation.
- Liaise with logistics, planning, debtors, and field sales to ensure that the customers’ service needs are met.
- Monitor customer service levels (order fill, case fill, credit notes, on-shelf availability) and develop corrective plans to address any issues.
- Negotiate and agree trading terms based on the business objectives and strategic importance of the Customer (to include annual growth targets by category, promotional spend, payment terms, delivery allowances) Trading terms monitored proactively with the Customer and corrective action agreed.
- Initiate and develop an effective working relationship with the National and Regional Field Sales Manager s to ensure that all activities are communicated timeously for inclusion in the Field cycle meeting.
- Ensure adherence to all Divisional & Corporate policies and procedures, in particular the management and control of pricing and advertising budgets
- Develop monthly national forecast by account
- Accounts: (Baby Speciality & Edcon: Nov ‘09 – Nov ‘10)
- Developed and implemented customer engagement strategies to enhance client satisfaction.
- Led cross-functional teams to streamline service delivery and improve operational efficiency.
- Analyzed customer feedback to identify trends and drive product improvements.
- Fostered strong relationships with key stakeholders to ensure alignment on business objectives.
Regional account Manager
Reckitt Benckiser SA
12.2003 - 09.2006
- All account related issues within the region;
- Product ranging
- Category Management
- Pricing principles and general price increases
- Competitor analysis
- New product Launch to the trade
- New product listing
- Existing product update to the trade
- Performance analysis (business reviews)
- Regional promotions
- Managing price claims
- Managing regional negotiations (trading terms)
- Managing the dealing parameters
- Achieving the set targets with minimum resources
- Managing our regional agents
- Company public relations in the trade
- Accounts: ((PnP KZN; PnP North; Score National; Boxer National))
- Developed strategic account plans to enhance client relationships and drive revenue growth.
- Led cross-functional teams to implement promotional strategies, optimizing product placement and visibility.
- Analyzed market trends to identify opportunities for new product launches and expansion.
- Negotiated contracts and pricing agreements, ensuring alignment with corporate goals and customer needs.
Field sales Manager
Reckitt Benckiser SA
09.2001 - 12.2004
- Customer relations
- Supervising the reps
- Controlling the deals
- Introduce price increases
- Introduce new products to the trade
- Regular business analysis
- Opportunity identification in the trade
- Managing the third party (Agents)
- Supervising in implementation of the company’s
- Core business values in the trade.
- Accounts: (Spar; Metcash group; Pick n Pay)
- Developed and implemented strategic sales plans to achieve revenue targets across multiple territories.
- Led a team of sales representatives, providing mentorship and training to enhance performance and productivity.
- Analyzed market trends and customer feedback to refine product offerings and improve customer satisfaction.
- Collaborated with marketing to create promotional campaigns that increased brand visibility and market share.
Assistant Brand Manager
Reckitt Benckiser SA
12.2000 - 08.2001
- Controlling the Brand budget
- Putting together Brand plans
- Financial analysis to ensure good Roi
- Leading the Brand team with members from other functions of the business
- Media analysis
- Competition analysis
- Promotions
- New Product launch
- Putting together incentives for the Sales force
- Public relations for the brand
- Developed and executed brand marketing strategies to enhance product visibility and market share.
- Collaborated with cross-functional teams to launch new products and optimize marketing campaigns.
- Analyzed market trends and consumer insights to inform brand positioning and strategy adjustments.
- Managed and monitored brand budgets, ensuring efficient allocation of resources across initiatives.
Sales Representative
Nabisco SA (now Kraft SA)
12.1999 - 12.2000
- Representing the company
- Taking orders
- Handling deals
- Planning activities to achieve targets
- Achievements: Won a trip to Phinda Lodge – Best Rep, Best Rep – Highest sales on Oreo cookies, Won a trip to Ngala Lodge – Best rep on biscuits
- Developed and maintained strong customer relationships to drive sales growth.
- Conducted product presentations and demonstrations to enhance customer engagement.
- Analyzed market trends to identify new sales opportunities and customer needs.
- Collaborated with cross-functional teams to streamline sales processes and improve efficiency.
Sales Clerk, later Sales Representative
Marley SA
05.1996 - 12.1999
- Taking telephonic orders
- Calling on customers to represent the company
- Provided exceptional customer service to enhance client satisfaction and loyalty.
- Processed transactions accurately using point-of-sale systems to ensure efficient operations.
- Assisted in inventory management by organizing stock and conducting regular audits.
Education
National Diploma - Sales And Marketing
Port Elizabeth Technikon (Now-Nelson Mandela University)
Matric -
Centurion College
01.1992
Skills
Key account management
References
- Kumaran, Pillay, Ex Head of Key Accounts, 083 843 7616, Nampak
- Dave, Norwitz, Head of customer Marketing, 082 857 7334, SFH
Timeline
National Key Accounts Manager (Wholesale)
Diplomat SA
10.2020 - 08.2021
National Key Accounts Manager (Wholesale)
Twin care Group (former Nampak Tissue)
10.2014 - 04.2016
National Key Accounts Manager (Wholesale)
SFH (Population Services International –PSI)
01.2013 - 08.2014
Customer Manager
Kimberly Clark SA
11.2009 - 01.2013
Regional account Manager
Reckitt Benckiser SA
12.2003 - 09.2006
Field sales Manager
Reckitt Benckiser SA
09.2001 - 12.2004
Assistant Brand Manager
Reckitt Benckiser SA
12.2000 - 08.2001
Sales Representative
Nabisco SA (now Kraft SA)
12.1999 - 12.2000
Sales Clerk, later Sales Representative
Marley SA
05.1996 - 12.1999
National Diploma - Sales And Marketing
Port Elizabeth Technikon (Now-Nelson Mandela University)
Matric -
Centurion College