About The Role
We are looking for a dynamic and results-driven Key Account Manager (HoReCa) to manage and
grow business with hotels, restaurants, caterers, and other institutional clients. This role is
responsible for driving sales, building strong customer relationships, supporting menu innovation,
and ensuring flawless execution across accounts. You will act as the primary point of contact for key
HoReCa partners, working closely with chefs, F&B managers, and purchase teams to deliver growth
and long-term partnerships.
Key Responsibilities
- Sales & Revenue Achievement
- Deliver monthly, quarterly, and annual sales targets (volume and value).
- Drive product mix with a focus on high-margin/value-added SKUs.
- Achieve year-on-year growth for assigned accounts.
- Key Account Management
- Build and nurture strong relationships with F&B managers, chefs, and purchase heads.
- Conduct Joint Business Planning (JBP) to align growth objectives.
- Maintain listings and prevent product de-listings.
- New Business Development
- Acquire new HoReCa customers such as hotels, restaurants, caterers, and cloud kitchens.
- Expand product placements within existing accounts.
- Explore new segments such as airlines, multiplexes, and institutional canteens.
- Menu Applications & Chef Engagement
- Conduct product demos, tastings, and chef training sessions.
- Support chefs in developing innovative menu applications using company products.
- Convert product trials into repeat business.
- Execution & Visibility
- Ensure timely deliveries and maintain stock availability.
- Monitor cold chain compliance and product freshness.
- Drive menu mentions, co-branding, and visibility initiatives.
- Commercials & Compliance
- Negotiate contracts, pricing, and credit terms with customers.
- Ensure timely collection of payments.
- Manage trade spends and discounts within approved budgets.
- Data, Reporting & Insights
- Submit regular sales reports (weekly/monthly).
- Track competitor activities and market movements.
- Share customer insights with marketing and NPD teams for product development.
- Teamwork & Collaboration
- Work closely with supply chain, QA, marketing, and distributor partners.
- Support distributor teams with training and account mapping.
- Coordinate for chef engagement events and promotional campaigns.
- Customer Satisfaction & Retention
- Ensure high customer satisfaction through proactive engagement and service.
- Achieve strong retention rates for key accounts.
- Address and resolve complaints effectively and promptly.
Qualification & Skills
- Bachelor's degree in Business Administration, Sales, Marketing, or a related field (MBA
preferred).
- 49 years of experience in Key Account Management, Sales, or HoReCa channel
development within FMCG or food services.
- Strong relationships with HoReCa stakeholders (chefs, F&B managers, purchase heads).
- Proven track record of achieving sales targets and growing key accounts.
- Excellent negotiation, communication, and presentation skills.
- Ability to work cross-functionally with supply chain, marketing, and distributors.
- Understanding of cold chain logistics and food service operations is an advantage.
- Self-driven, customer-focused, and proactive in problem-solving.
Skills: horeca,sales,customer satisfaction
