Horeca Key Account Manager

Company: Wellbe Foods (www.wellbefoods.com)
Designation: Key Account Manager HORECA
Experience: 10–15 Years
Location: Bangalore

About the Role

We are looking for an experienced Key Account Manager – HORECA to drive business growth across Hotels, Restaurants, Cafs, Catering companies, QSRs, and Institutional Accounts. The candidate will be responsible for developing strategic partnerships, increasing revenue, managing key customers, and expanding Wellbe Foods' presence in the HORECA segment.

Key Responsibilities

• Develop and execute sales strategies to drive revenue growth within the HORECA channel.
• Identify and acquire new business opportunities with hotels, restaurants, cafs, cloud kitchens, catering companies, and institutional clients.
• Manage and grow relationships with key accounts, ensuring high customer satisfaction and retention.
• Conduct regular business reviews and negotiate annual commercial agreements with clients.
• Drive product listing, assortment expansion, and menu penetration across accounts.
• Collaborate with operations, supply chain, and category teams to ensure smooth order fulfillment and service levels.
• Analyze sales performance, market trends, competitor activities, and customer requirements.
• Achieve monthly, quarterly, and annual sales targets and profitability goals.
• Monitor collections, credit management, and account receivables.
• Build strong relationships with procurement heads, operations managers, chefs, F&B managers, and key decision-makers.
• Prepare sales forecasts, business plans, and management reports.

Required Qualifications

• Bachelor's degree in Business Administration, Marketing, Hospitality Management, or related field.
• MBA preferred.
• 10–15 years of experience in B2B sales, institutional sales, or HORECA sales.
• Strong network within hotels, restaurants, cafs, catering companies, and food service operators.
• Proven track record of achieving sales targets and managing large accounts.
• Excellent negotiation, presentation, and stakeholder management skills.
• Strong analytical and business planning capabilities.

Preferred Industry Background

Candidates from:

• Food & Beverage Companies
• FMCG / Food Manufacturing
• Frozen Foods
• Dairy & Bakery Products
• Food Service Distributors
• Hospitality Supply Companies
• QSR & Restaurant Chains

Key Skills

• HORECA Sales
• Key Account Management
• Institutional Sales
• Business Development
• B2B Sales
• Customer Relationship Management
• Commercial Negotiation
• Revenue Growth
• Market Expansion
• Sales Forecasting
• Team Management
• Channel Development

KPIs

• Revenue Growth from HORECA Channel
• New Account Acquisition
• Customer Retention Rate
• Product Penetration & Assortment Expansion
• Collection Efficiency
• Sales Target Achievement
• Gross Margin Contribution

Naukri Posting Headline

Key Account Manager – HORECA | 10–15 Years | Food Industry | Hotels, Restaurants & Institutional Sales | Bangalore

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