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. This exciting career opportunity will enable you to apply your business acumen to ensure that Lactalis achieves its challenging objectives during the next phase of its growth in Southern Africa and beyond.
The Company invites suitable candidates to apply for the following vacancies that has arisen in the Company:
JOB TITLE: KEY ACCOUNTS MANAGER
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
1. Key Account Management
- 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.
If you are interested and you meet the above qualifications, kindly forward your application and CV to: hrbots@bw.lactalis.com or hand deliver your application at the Lactalis Botswana offices.
CLOSING DATE: 25TH SEPTEMBER 2026
Job Summary
- Employer: Lactalis Botswana
- Job Type: Full-time
- Location: Gaborone, Botswana
- Category: Sales
- Closing Date: 2026-09-25
How to Apply
Forward your application and CV to hrbots@bw.lactalis.com or hand deliver it at the Lactalis Botswana offices by 25 September 2026.
Frequently Asked Questions
What qualifications and certifications are typically required for a Key Accounts Manager role in Botswana?
Usually a bachelor's degree in business, marketing, or a related field is expected, along with several years of sales experience. A certification in account management or a relevant sales qualification can strengthen your profile. Familiarity with the local dairy or food industry is also highly valued.
What are the common day-to-day responsibilities of a Key Accounts Manager at a company like Lactalis Botswana?
Managing relationships with major retail and distribution partners, ensuring product availability and promotional support. Monitoring sales performance, preparing account plans, and coordinating with marketing and logistics teams. Conducting regular site visits and reviewing sales data to identify growth opportunities.
How does the work culture in Botswana influence the expectations for a Key Accounts Manager?
Botswana places a strong emphasis on punctuality, respect for hierarchy, and clear communication. Building trust with local partners often involves face‑to‑face meetings and a willingness to adapt to regional business practices. Work‑life balance is valued, so managers are expected to manage time efficiently.
What career progression can a Key Accounts Manager expect in Botswana’s sales sector?
Successful managers may advance to senior account management, regional sales director, or even general manager roles within the food industry. Continuous professional development and strong performance metrics are key to promotion. Networking within industry associations can also open doors to higher‑level positions.
How should a job seeker apply for a Key Accounts Manager position in Botswana, and what do employers typically look for in candidates?
Submit a tailored CV and cover letter highlighting relevant sales achievements and local market knowledge, and follow up with a professional networking platform such as LinkedIn. Employers look for proven sales results, strong negotiation skills, and the ability to manage multiple key accounts simultaneously. Demonstrating cultural fit and a track record of collaboration with local partners can set you apart.
