We are looking for a Key Accounts Manager HoReCa, (Bakery) is responsible for managing and growing key HoReCa and institutional accounts by driving sales, strengthening customer relationships, and expanding the bakery product portfolio. The role focuses on delivering customized bakery solutions to hotels, restaurants, cafs, QSRs, and catering clients while ensuring service excellence and profitability.
Key Responsibilities:
HoReCa Key Account Management
- Manage and grow key HoReCa accounts including hotels, restaurants, cafs, QSRs, airlines, and institutional caterers.
- Build long-term partnerships with chefs, purchase managers, and F&B decision-makers.
- Serve as the single point of contact for assigned key accounts.
Sales & Business Development
- Achieve sales targets, volume growth, and profitability for HoReCa bakery accounts.
- Identify new HoReCa opportunities and onboard new customers.
- Drive product trials, menu integration, and long-term contracts.
Product Customization & Solutions
- Work closely with chefs and R&D to develop customized bakery solutions (breads, buns, pastries, desserts, frozen bakery).
- Coordinate product tastings, trials, and feedback sessions.
- Support customers with menu innovation and seasonal offerings.
Pricing, Negotiation & Contracts
- Negotiate pricing, supply agreements, and commercial terms.
- Ensure compliance with contracts and agreed service levels.
- Manage credit terms and collections in coordination with finance.
Operations & Supply Chain Coordination
- Coordinate with production, QA, and logistics teams to ensure consistent quality and timely delivery.
- Proactively manage demand forecasting and order planning.
- Resolve supply, quality, or service issues promptly.
Market Intelligence & Reporting
- Track HoReCa market trends, competitor offerings, and pricing.
- Prepare account-wise sales reports, forecasts, and performance reviews.
- Provide insights for product development and pricing strategies.
Qualification:
- Graduate in Business, Hospitality Management, or related field (MBA preferred).
- 48 years of experience in HoReCa sales, preferably in bakery, food service, or FMCG.
- Strong understanding of HoReCa operations and procurement processes.
- Experience working with chefs, QSR chains, hotels, and institutional caterers.
- Excellent negotiation, relationship management, and presentation skills.
- Willingness to travel extensively.
