Horeca Sales Account Manager
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• 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.
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