Key Account Manager – Food Service / HoReCa

Develop and maintain strong relationships with key HoReCa customers , including hotels, restaurants, cafés, catering companies, and foodservice operators.

Manage and grow a portfolio of strategic key accounts to achieve assigned sales and profitability targets.

Develop and execute account plans for key customers, including sales growth, product penetration, and customer retention strategies.

Identify new business opportunities within existing and potential HoReCa accounts.

Conduct regular customer visits and understand customer needs, purchasing patterns, and business requirements.

Negotiate commercial agreements, pricing, promotions, payment terms, and annual contracts within the approved authority.

Prepare quotations, tenders, proposals, and commercial offers for key accounts.

Monitor customer orders, deliveries, stock availability, and service levels to ensure customer satisfaction.

Coordinate with Supply Chain, Procurement, Warehouse, Finance, and Customer Excellence teams to resolve customer issues and ensure smooth order fulfillment.

Monitor customer profitability, gross margins, rebates, discounts, and commercial terms.

Ensure timely collection of outstanding receivables in coordination with the Finance team.

Analyze sales performance, customer profitability, product mix, and market trends and provide regular reports to management.

Introduce new products and identify opportunities for cross-selling and up-selling across the customer portfolio.

Monitor competitors, market prices, product availability, and industry trends within the HoReCa sector.

Participate in customer meetings, business reviews, exhibitions, and industry events when required.

Develop long-term partnerships with strategic customers and act as the primary point of contact for assigned accounts.

Ensure compliance with company pricing policies, credit limits, approval procedures, and commercial policies.

Achieve monthly, quarterly, and annual revenue, gross margin, volume, and customer acquisition targets .

Bachelor’s degree .

2–3 years of experience in key account management, preferably within the HoReCa, Foodservice, FMCG, or Food Distribution sector.

Proven track record of achieving sales, revenue, and gross margin targets .

Strong understanding of the HoReCa market , including hotels, restaurants, cafés, catering companies, and foodservice operators.

Strong customer relationship management and negotiation skills.

Strong sales and business development capabilities, with the ability to identify and convert new opportunities.

Excellent communication, presentation, and interpersonal skills.

Proficiency in Microsoft Office, particularly Excel and PowerPoint .

Willingness to travel for customer visits and business meetings as required.

Fluent English .