KEY ACCOUNT MANAGER - HORECA
The Key Account Manager (HORECA) drives sales growth and builds strategic partnerships across Hotels, Restaurants, Cafés, and Catering accounts. You will develop customer strategies, execute trade programs, leverage market insights, and collaborate cross-functionally to expand our B2B food ingredient footprint and maximize account value.
Responsibilities
Account Strategy & Growth: Develop and execute tailored commercial strategies and Joint Business Plans (JBPs) for target HORECA accounts to drive volume and market share.
Relationship Management: Build long-term, high-value partnerships with key decision-makers (Executive Chefs, Procurement Managers, F&B Directors).
Trade Activation: Design and deploy customer-specific trade activities, culinary demonstrations, and product activation programs while managing trade budgets efficiently.
Cross-Functional Alignment: Collaborate with Supply Chain, Culinary/R&D, Finance, and Marketing to ensure seamless product delivery and client support.
Market Intelligence: Analyze food service trends, menu developments, and competitor activities to identify growth opportunities for our ingredient portfolio.
Performance & Compliance: Track commercial KPIs, forecast demand, monitor profitability, and adhere to corporate governance and compliance standards.
Qualifications
Education: Bachelor’s degree in business administration, Marketing, Food Science, or a related field.
Experience: 5–8 years of proven success in Key Account Management or Business Development within FMCG, Foodservice, or HORECA channels.
Industry Knowledge: Solid understanding of B2B food ingredients, commercial kitchen operations, and route-to-market strategies for foodservice.
Commercial Acumen: Strong negotiation, joint business planning, financial analysis, and contract management skills.
Communication: Exceptional stakeholder management and presentation abilities.
What We Offer
Attractive compensation package, performance incentives, and flexible working arrangements.
A collaborative, inclusive environment that values diverse perspectives and shared success.
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