Key Accounts Manager – Lactalis Botswana

Job Description

About Lactalis

The Lactalis Group is a family owned company guided by passion for dairy that was founded in 1933 by André Besnier in Laval in the west of France. Parmalat Botswana has been a part of the international Lactalis family group since the Lactalis Group acquired a majority share in Parmalat SpA in 2011. Lactalis is a global player in the production and distribution of foods that are essential for everyday wellness: milk, dairy products (yoghurt, cream based sauces, desserts and cheese) and fruit beverages. In Southern Africa, Lactalis has operations in South Africa, Zambia, Mozambique, Eswatini and Botswana. Lactalis aims to continue building this market leadership for its value-added and branded dairy products and fruit-based beverages.

Purpose of the Role

The Key Accounts Manager will be responsible for managing and growing strategic retail customer accounts to drive sales, increase market share and achieve profitable business growth. The role will build strong customer relationships, develop and execute sales and promotional initiatives, ensure effective pricing and product availability, and manage account performance in line with the company’s commercial objectives.

Key Accountabilities

• Manage and maintain strong relationships with key retail customers.
• Conduct monthly customer reviews to discuss deals, promotions and business performance.
• Drive sales within the retail trade to increase market share.
• Ensure compliance with agreed pricing across key accounts.
• Monitor and maintain on-shelf availability of products.
• Prepare and maintain accurate monthly deals and promotions reports.
• Identify opportunities to increase sales, distribution and product visibility.
• Implement promotions to counter market-share losses.
• Conduct competitor price surveys and provide insights on market competitiveness.
• Set and monitor sales quotas and targets.
• Monitor pricing to ensure achievement of budgeted price realisation.
• Evaluate customer deals and promotional investments to ensure they deliver value to Lactalis.
• Identify and address pricing variances that may negatively impact profitability.
• Conduct weekly performance reviews with the outsourced agency.
• Manage the agency contract and monitor delivery against agreed expectations.
• Communicate and follow up on expired stock, returns and other related issues.
• Monitor account budgets on a monthly basis.
• Ensure commercial activities remain within approved budget.
• Prepare regular reports on account performance, sales, promotions and market activities.

Minimum Requirements

• Degree in Commerce, Marketing, Business Management or a related field.
• 5-10 years’ experience in FMCG sales, preferably with exposure to key account management and the retail environment.
• Proven experience managing key retail/customer accounts.
• Experience in sales, promotions, pricing and market-share management.
• Experience working with outsourced agencies or third-party partners will be an advantage.
• Valid driver’s licence.

How to Apply

If you are interested and you meet the above qualifications, kindly forward your application and CV to: [email protected] or hand deliver your application at the Lactalis Botswana offices.

CLOSING DATE: 25TH SEPTEMBER 2026