Key Account Manager HORECA
Location: UAE
Industry: FMCG / Food & Beverage / HoReCa
Role Overview
Key Account Manager HORECA will be responsible for driving strategic growth across key hotel, restaurant, caf, and catering accounts in the UAE. This role requires a strong commercial mindset, deep market relationships, and the ability to manage high-value accounts while contributing to overall business expansion and profitability.
The position demands a seasoned professional with proven experience in managing large HORECA clients, negotiating commercial agreements, and leading account growth through strategic planning and execution.
Key Responsibilities
Strategic Account Management
- Manage and grow a portfolio of high-value HORECA accounts across the UAE.
- Develop long-term partnerships with key decision-makers including owners, procurement heads, executive chefs, and F&B managers.
- Lead annual negotiations, contract renewals, pricing structures, and volume agreements.
- Drive sustainable revenue growth through strategic account planning.
Business Development & Market Expansion
- Identify and onboard new key accounts in hotels, restaurant chains, catering groups, and QSRs.
- Analyze market trends, competitor activity, and pricing strategies to identify growth opportunities.
- Support new product launches and market penetration initiatives.
Commercial & Operational Excellence
- Ensure smooth execution of orders, deliveries, and service levels in coordination with operations and supply chain teams.
- Monitor account performance, margins, and profitability.
- Resolve escalations professionally while maintaining strong client relationships.
Leadership & Reporting
- Prepare sales forecasts, performance reports, and strategic reviews for management.
- Provide market insights and recommendations to support business planning.
- Mentor junior sales team members where applicable.
Essential Requirements
- Bachelor's degree in Business, Sales, or related field
- 58 years of proven experience in HORECA / FMCG sales within the UAE
- Strong network within hotels, restaurants, catering companies, and F&B groups
- Demonstrated success in handling key accounts and achieving revenue targets
- Excellent negotiation, presentation, and relationship management skills
- Valid UAE driving license
Preferred Profile
- Experience working with food distributors or premium F&B brands
- Strong understanding of UAE hospitality market dynamics
- Ability to work independently and manage large territories
- Strategic thinker with a hands-on execution approach
Key Competencies
- Strategic account management
- Commercial negotiation
- Client relationship management
- Market analysis & forecasting
- Leadership & stakeholder management
- Strong communication and presentation skills
