Key Account Specialist

Job Summary

The Key Account Specialist – HoReCa is responsible for managing and growing relationships with key customers within the hospitality and foodservice sector, including hotels, restaurants, cafés, bars, catering companies, and other foodservice establishments. This role is responsible for driving sales growth by identifying new business opportunities, negotiating sales agreements, ensuring product availability and visibility, and building long-term partnerships while delivering exceptional customer service.

Key Responsibilities

• Manage and grow a portfolio of HoReCa key accounts to achieve sales and profitability targets.
• Identify and develop new business opportunities within hotels, restaurants, cafés, bars, catering companies, and other foodservice establishments.
• Build and maintain strong relationships with key decision-makers and business partners.
• Negotiate sales agreements, pricing, and commercial terms in accordance with company policies.
• Conduct regular client visits to understand customer needs and recommend appropriate products and solutions.
• Ensure product availability, visibility, and effective merchandising across assigned customer accounts.
• Collaborate closely with HoReCa clients to develop sales initiatives, promotional activities, and business growth opportunities.
• Coordinate with internal teams, including Sales, Marketing, Supply Chain, and Customer Service, to ensure timely order fulfillment and excellent customer support.
• Monitor customer performance, market trends, competitor activities, and industry developments to identify opportunities for growth.
• Prepare sales forecasts, account plans, and regular performance reports.
• Resolve customer concerns promptly and maintain a high level of customer satisfaction.
• Represent the company at industry events, trade shows, product launches, and customer meetings.

Required Qualifications

• Bachelor's degree in Business Administration, Marketing, Hospitality Management, or a related field.
• At least 1–5 years of experience in Key Account Management, B2B Sales, or Business Development, preferably within the HoReCa, FMCG, foodservice, beverage, or hospitality industry.
• Excellent negotiation, communication, presentation, and relationship-building skills.
• Strong understanding of online ordering platforms, digital sales channels, and the evolving digital landscape within the HoReCa industry.
• Proven ability to identify new business opportunities, negotiate sales agreements, ensure product availability and visibility, collaborate effectively with HoReCa clients, and consistently achieve sales targets.
• Proficient in Microsoft Office and CRM software.
• Willing to travel for customer visits and business meetings.

Compensation & Benefits
Attractive performance-based incentives and sales commissions.
Other company benefits in accordance with company policies.