- 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.
Job Requirements 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*.
