Promise Nkosi
Key Account Manager
Kyalami
Summary
Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
26
26
years of professional experience
1999
1999
years of post-secondary education
Work History
Key Account Manager / Product Manager
Coca-Cola Beverages South Africa
02.2025 - Current
- Identifying and securing strategic partnership opportunities within traditional trade key accounts to drive sustainable revenue growth.
- Leading and managing execution of the Traditional Trade Channel Strategy in the region, ensuring required revenue and margin growth in this strategic channel.
- Devising and implementing annual Customer Business Plans (CBPs) aligned with the Coca-Cola system strategy, incorporating brand, pack, price, and channel priorities.
- Monitoring and optimising the performance of CBPs throughout the year to maximise market share and value contribution.
- Executing the Revenue Growth Management (RGM) strategy within traditional trade by leveraging optimal promotions, pricing, pack architecture, and brand campaigns.
- Building and maintaining strong, long-term relationships with traditional trade customers to foster mutual business growth.
- Acting as the lead representative of the Coca-Cola system within traditional trade partnerships, aligning customers to brand strategies, innovations, and joint business plans.
- Collaborating with bottlers, The Coca-Cola Company, and retail stakeholders to ensure cohesive execution of strategic plans.
- Identifying and converting category opportunities with customers by leveraging data and market insights.
- Driving listing and promotional support for new product launches and category innovation initiatives.
- Leading cross-functional collaboration with internal departments to ensure seamless customer service and plan execution.
- Negotiating and managing customer trading terms aligned to strategic goals, ensuring alignment with Return on Investment (ROI) and commercial objectives.
- Driving disciplined implementation of all agreed activities including pricing strategies, planograms, execution standards, and trade marketing programs.
- Aligning customer systems, tools, or software interfaces to support real-time, systematic collaboration and visibility across functions.
- Ensuring compliance with all corporate governance, audit, and risk management protocols.
- Monitoring financial health of customer accounts, proactively resolving pricing claims, deductions, and financial disputes.
- Using data analytics and reporting tools to assess account performance, track Key Performance Indicator (KPI) achievement, and inform commercial decisions.
- Ensuring customer trading agreements and investments deliver optimal returns within agreed financial frameworks.
Key Account Manager / Product Manager
Samsung Electronics
05.2020 - 10.2024
- Product Lifecycle Management
- Local Launch Plans
- Product Selection and line up / channel strategy.
- Competitor product analysis
- Maintain Key Product Management Tools: Roadmap, Specification, Competitor Feature Comparison analysis, Price Positioning Matrix, Weekly Retail Price Tracking, Display Guideline, Content management Guideline SDA Channel breakdown.
- Development of Marcom & Sales Support material for product group
- Market intelligence reporting
- Active Market Sensing
- Supply Chain Management
- Maintain PSI
- Price Strategy formulation
- Product Training Program and Strategies
- Market Research
- PR strategy development
- Government legislative Import approvals
National Key Account Manager: Massmart
Tiger brands
07.2012 - 04.2020
- Report to: Customer Director
- Direct reports: 5 x Regional Key Account Managers
- The development and delivery of commercial customer objectives.
- The development and implementation of tiger brands route to market customer strategies.
- The management and development of customer trading relationships.
- Ensuring the delivery of excellent customer service.
- Understand the customer, category, competitive and business trends to develop, implement and monitor a national account strategy that includes robust sales activities, investment plans, discount strategies and customer activity grids.
- Analyse, compile and review performance of account plans incorporating competitor, category and shopper dynamics to deliver maximum sales and profits
- Negotiate, implement and monitor customer agreements.
- Negotiate and control the implementation and payment of the national trading terms agreed upon with the national buyers and senior executives of the relevant accounts to ensure all the agreed elements are being adhered to, to deliver maximum profits, sales and customer ROI.
- Through the joint planning process, develop and manage the implementation of customer initiatives in the commercialisation of innovative projects.
- Negotiate, control and implement the annual national account promotional plan and budgeted spend ensuring alignment to the company's annual marketing plan.
- Complete pre and post evaluation of ROI of all national account promotions to ensure maximum commercial effectiveness.
- Train sales, customer / trade activation people on the use of available data tools and how to turn the insights uncovered into actionable sales strategies and tactics.
- Manage expenses and co-ad within agreed budget.
- Analyse market and customer information and use available data tools to develop a customer specific sales strategy, which is translated into robust sales activities.
- Develop and manage a customer plan and defined customer activity grid for the channel / customer and communicate to all stakeholders.
- Work with Customer Marketing to develop a defined customer or portfolio of customers’ investment strategy to deliver the budgeted volumes.
- Develop a customer contact strategy and manage key customer relationships.
- Negotiate, track and evaluate spend ensuring activity compliance and ROI.
- Implement and manage customer initiatives in the commercialization of innovation projects.
- Negotiate defined customer or portfolio of customers’ listings & launch support with relevant buyers. Control and implement the account promotional grid & budgeted spend.
- Complete pre-& post evaluation of ROI of all account promotions to ensure maximum commercial effectiveness.
- Communicate pricing & promo activities internally and externally to all stakeholders.
- Implement and monitor co-ad spend in line with budget.
- Work with Regional Sales Managers to ensure coverage of most important stores (without overlap).
General Trade Manager: Customer Strategy & Capability
Tigerbrands
10.2017 - 07.2018
- Report to: Customer Strategy & Capability Director
- Direct reports: 1 x Management Trainee
- Determine the methodology and inputs required to conduct channel analysis
- Evaluate whether the GT channel is losing or gaining relevance, and benchmark against the performance of competitors
- Develop and manage relationships with potential information service providers to better understand the General Trade
- Conducting channel analysis
- Delivering top line growth
- Implementing category, distribution and pricing strategy
- Identifying and driving growth and value creation opportunities within and across Tiger’s General Trade (GT) channel.
- Analysing gaps, trends, competitors and demand shifts in the market and channel
- Providing fact and insight-based solutions aligned with Tiger’s overall channel strategy
- Executing solutions through the effective management of GT projects
- Providing solutions to upskilling Sales Representatives, Customer Manager and potentially third-party support in the channel
- Producing insights by reviewing the performance of each category, including assessing opportunities and threats within that category, and understand any wider trends that might be impacting performance
- Using detailed insight into, and understanding of, the General Trade channel to play a pivotal role in the setting of the Sales Strategy for this specific channel
- Influencing stakeholders across the organisation to aid the understanding of the specific difficulties faced around GT and the optimum approach to overcoming them
- Evaluating whether the GT channel is losing or gaining relevance, and benchmark against the performance of competitors
- Seeking to enhance the Tiger route to market offering, ensuring consistency across outlets as well as the prioritisation of Tiger Brands as the go to product for 3rd party distributors
- Developing and managing relationships with potential information service providers to better understand the General Trade
- Producing project progress reports detailing the impact and effectiveness of GT initiatives.
- Working with HR and Capability Building Manager to design, develop, and deploy training and information to enhance the Sales Representative and Customer Manager offering. Focus on translating the training and development into improved reach, penetration through better customer understanding, intimacy, and ultimately satisfaction
- Implemented the Rep Mobile Solution
- Optimising routes
- Call Cycle Compliance
- Login compliance
- Measure On-Shelf Availability, Forward Share and Pricing
- Track customer sales and performance
- Access to current promotions
- Analysing international GT markets for insights and learnings
- India GT Market and Shakti Model
National Sales & Operations Manager: Independents - Culinary Division
Tigerbrands
07.2014 - 09.2017
- Managing a team of 19 people nationally
- 3 x Regional Sales Managers
- 16 x Sales Representatives
- Managing 3rd party sales and merchandising partners
- Managing Operational spend in line with budget (R155m)
- Ensuring operational implementation of the agreed Regional customer activity plan/promotional grid
- Ensuring proper implementation of the category, distribution and pricing strategies in line with the business strategy
- Implementing promotional activities to increase sales and market share
- Increasing profitability and growth by account and deliver sales targets
- Managing in-store performance measures (On Shelf Availability, Must Have SKU’s including ranging by account)
- Conducting In-Trade Audits: (measuring team's impact in the trade)
- Monthly trade visits to all account channels
- Monitoring competitor activity
- Conducting One on Ones and IPA’s
- Career Discussions and Coaching
- Developing Recruitment and Succession plans for the division
- Developing Training Plans for the team
Customer Manager / Key Account Manager: Independents – Culinary Division
Tigerbrands
03.2013 - 06.2014
- Culinary business contributes (35% - 11.1 billion) to the local Tiger brands business
- Independents contributes (16% - 1.8 billion) to the Culinary business
- Key Customers – Major Buying groups
- Elite Star Trading (EST), Unitrade Management Services (UMS), Independent Cash & Carry (ICC), Independent Buying Consortium (IBC)
- Masscash
- Kit Kat
- Developing, implementing and managing customer strategy which is aligned to the national customer strategy
- Achieving growth targets by building and maintaining successful, commercial business relationships
- Analysing market and customer information and using data tools in developing customer specific sales strategies translated into robust sales activities.
- Developing and maintaining a defined customer activity grid
- Developing a defined customer investment strategy to deliver the budgeted volumes.
- Developing a customer contact strategy and managing key customer relationships
- Implementing and monitoring co-ad spend in line with budget (R16m)
- Negotiating, tracking and evaluating spend while ensuring activity compliance and ROI
- Controlling and implementing account promotional grid and budgeted spend.
- Negotiating customer listings and launch support with relevant buyers
- Completing pre-and post-evaluation of ROI of all account promotions to ensure maximum commercial effectiveness
- Communicating pricing and promotional activities internally and externally to all stakeholders
- Working with Regional Sales Managers (x3) to ensure coverage of important stores eliminating any overlaps.
- Managing expenses and co-ad within the agreed budget
Field Sales Manager
Tigerbrands
07.2012 - 03.2013
- Reporting to the National Operations Sales Manager
- Managing a team of 7 Sales Reps and 1 Merchandiser
- Products: Koo, Cross & Blackwell, Fatti’s & Monies, All Gold (425 SKU’s)
- Target of R456 million GP per annum
- Customers: Massmart and independents wholesalers
- Managing team performance
- Achieving volume and profitability targets with the customer account on an area level
- Establishing, negotiating and communicating business initiatives
- Implementing category strategy – planograms per store
- Implementing distribution strategy – ensure KVI lines are in stores
- Achieving projected volume and market share targets
- Implementing marketing portfolio strategy
- Implementing business planning process
- Ensuring implementation of the agreed regional customer activity plan/promotional grid per quarter, meet with store to ensure support
- Effectively managing low turnover areas
- Gathering and processing data
- Analysing information
- Interpreting and reporting on information
- Implementing strategic objectives
- Developing customer proposals/presentations – Promotional Grid
- Presenting proposals to the customer
- Securing agreement for proposal
- Monitoring, reviewing and evaluating proposal
- Cycle planning meeting: meet every 6 weeks with marketing and implement strategy
- Developing and applying customer contact strategy
- Implementing customer agreements
- Monitoring and building customer relationships
- Monitoring competitor activity
- Managing customer account profitability
- Conducting of In Trade Audits: (measuring team's impact in the trade)
- Managing budget allocation of R100k per quarter
Team Leader
South African Breweries
06.2011 - 06.2012
- Managing a team of 5 Account Managers and 1 Learner
- Areas: North Region (taverns)
- Performing in trade execution
- Implementing the team's sales plan
- General fridge management - placement and asset verification
- Executing draught plan / listing underperformers and removal of underperformers
- Executing the team's BTL plan
- Promotional planning and implementation monitoring
- Executing the team's signage plan
- Executing the team's FBO plan (painting outlets/branding)
- Conducting of In Trade Audits: 30 - 40 per week (measuring team's impact in the trade)
- Actioning the pricing strategy
- Giving timeous feedback regarding competitor activity and execute plans
- Managing budget allocation
- Conducting performance reviews
Account Manager
South African Breweries
04.2009 - 05.2011
- Developing sound business relationships
- Key accounts: taverns and bottle stores in townships
- Maintaining customer call as per plan
- Providing merchandising support
- Handling customer and consumer complaints and queries
- Maximising sales volume and market share
- Implementing national/regional promotions in relation to the segmented channel management process
- Achieving pre-determined sales/brands and market share targets
- Influencing liquor retail pricing within segments
- Maintaining stock levels within segments
- Preparing monthly progress reports
- Maintaining availability of all relevant brands in outlets
- Conducting regular account reviews
- Managing product quality in relation to SAB quality standards
- Managing sales administration
- Compiling daily/weekly reports
- Maintaining customer call rate as per SAB tailor service package sector
- Implementing national promo activity as per the promo calendar
- Innovative in creating ad hoc promo plan for personal market
- Reason for leaving: Career development and personal growth
Seminar & Events Coordinator
The South African Institute of Chartered Accountants
06.2008 - 04.2009
- To plan, organise, monitor and control all SAICA seminars and events hosted throughout the country and ad hoc international events and meetings
- Preparing and implementing the operations plan based on the year plan, charter and budget per event
- Drafting (collate and finalise) communication/marketing plan for each seminar/event
- Preparing monthly progress reports
- Giving input to the Events Manager on an annual basis regarding value delivered by sponsors, proposed sponsorship amounts or any other relevant information for purposes of securing sponsors
- Ensuring the fulfilment of SAICA’s responsibilities as outlined in sponsorship agreements.
- Maintain and manage internal and external relationships
- Ensure adherence to annual department targets
- Liaise with the Debtors department to ensure that all debt is collected timeously
- Load seminar/even on iMIS and ensure that the SAICA website is updated accordingly
- Source for speaker and decide on topic for event/seminar
- Prepare and finalise speaker/presenter contract including deadlines for marketing information
- Finalise speaker/presenter’s travel and accommodation
- Develop a schedule and ensure adherence to task list
- Ensure development plans for my Administrator are done and carried out
- Carry out Performance Appraisal of my Administrator together with Events Manager
- Reason for leaving: Opportunity to return to SAB.
Marketing Coordinator
KPMG
11.2005 - 05.2008
- Sourcing out promotional items for KPMG Africa
- Coordinating flights, transfers and accommodation for guests
- Timeously field all media requests for official comment from KPMG and forward to the relevant KPMG spokesperson, following-up as necessary to ensure that the process is completed
- Develop, maintain and effectively communicate a media contact card for the South African firm.
- Working closely with the Partner-in-Charge of CSI, screen, manage and administer all CSI requests centrally
- Co-ordinate the update and re-issue of the KPMG “Giving Back” brochure as and when required.
- Pro-actively assist in the preparation of Marketing and Communication plans for the BU’s.
- Pro-actively ensure that KPMG is aware of all the advertising opportunities in the major publications including surveys and once-off high profile publications
- Administer and co-ordinate the regular updating of content on the communication screens nationally, including obtaining the necessary review and authorisations
- Monitor the coverage gained in the media by KPMG
- Reason for leaving: Better prospects.
Credit Controller
South African Breweries
02.2005 - 10.2005
- Credit Controller (February 2005 – October 2005)
- Telesales Clerk (August 2004 - January 2005)
- Receptionist (August 2003 - July 2004)
Receptionist
Strategic Selection
03.2003 - 07.2003
- Receptionist (March 2003 - July 2003)
Receptionist
Galaxy World Menlyn
05.2001 - 02.2003
- Receptionist (May 2001 - February 2003)
Receptionist
Kingsley Bowl
01.2000 - 05.2001
- Receptionist (January 2000 to May 2001)
Education
Matric - Maths, Physical Science, Biology, English, Afrikaans and Business Economics
Parklands High School
Master of Business Administration - undefined
Regenesys Business School
Certificate - Computer studies
Pretoria Technikon
Public Relations Diploma - undefined
Intec College
Project Management Diploma - undefined
Rosebank College
Project Management Certificate - undefined
Insite Training
BA - Communication Science
University of South Africa
Skills
- MS Office
- WinPIM
- SAP
- Imis
- NERP
- MS FrontPage
- SalesLogix
- EBP
- MOE
- ORACLE
Timeline
Key Account Manager / Product Manager
Coca-Cola Beverages South Africa
02.2025 - Current
Key Account Manager / Product Manager
Samsung Electronics
05.2020 - 10.2024
General Trade Manager: Customer Strategy & Capability
Tigerbrands
10.2017 - 07.2018
National Sales & Operations Manager: Independents - Culinary Division
Tigerbrands
07.2014 - 09.2017
Customer Manager / Key Account Manager: Independents – Culinary Division
Tigerbrands
03.2013 - 06.2014
National Key Account Manager: Massmart
Tiger brands
07.2012 - 04.2020
Field Sales Manager
Tigerbrands
07.2012 - 03.2013
Team Leader
South African Breweries
06.2011 - 06.2012
Account Manager
South African Breweries
04.2009 - 05.2011
Seminar & Events Coordinator
The South African Institute of Chartered Accountants
06.2008 - 04.2009
Marketing Coordinator
KPMG
11.2005 - 05.2008
Credit Controller
South African Breweries
02.2005 - 10.2005
Receptionist
Strategic Selection
03.2003 - 07.2003
Receptionist
Galaxy World Menlyn
05.2001 - 02.2003
Receptionist
Kingsley Bowl
01.2000 - 05.2001
Master of Business Administration - undefined
Regenesys Business School
Certificate - Computer studies
Pretoria Technikon
Public Relations Diploma - undefined
Intec College
Project Management Diploma - undefined
Rosebank College
Project Management Certificate - undefined
Insite Training
BA - Communication Science
University of South Africa
Matric - Maths, Physical Science, Biology, English, Afrikaans and Business Economics
Parklands High School
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