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HORECA Key Accounts Manager Job at Pearl Dairy


The HORECA (Hotels, Restaurants, and Catering) Key Accounts Manager, you will play a pivotal role in our FMCG (Fast-Moving Consumer Goods) manufacturing company. You will be responsible for managing and developing key accounts within the HORECA sector, ensuring growth, profitability, and customer satisfaction.

Key duties and responsibilities

  1. Account Management: Build and maintain strong relationships with key customers in the HORECA sector.
  2. Sales Strategy: Develop and execute strategic sales plans to achieve company objectives and sales targets.
  3. Business Development: Identify new business opportunities and partnerships within the HORECA segment.
  4. Negotiation: Negotiate contracts and agreements with key accounts to ensure favorable terms for both parties.
  5. Market Analysis: Conduct market research and analysis to stay updated on industry trends and competitor activities.
  6. Customer Service: Address customer concerns and issues promptly to maintain high levels of customer satisfaction.
  7. Cross-functional Collaboration: Work closely with marketing, logistics, and finance teams to ensure seamless operations and customer service.
  8. Reporting: Prepare regular sales reports, forecasts, and performance analyses for management review.


Working relationships

Internal Relationships: Stores (Factory), Finance, and Logistics

External Relationships: Suppliers/Vendors, Transport service providers, Repairs, and maintenance service providers.

Knowledge, experience and qualifications required

  • Bachelor’s degree in business administration, Marketing, or a related field (master’s degree preferred).
  • Proven experience 8 years in key account management within the FMCG industry, specifically with HORECA customers.
  • Strong negotiation and sales skills with a track record of achieving sales targets.
  • Excellent communication and interpersonal skills.
  • Analytical mindset with proficiency in MS Office and CRM software.


  • Strategic thinker with a proactive and results-oriented approach.
  • Team player with the ability to collaborate across functions.
  • Strong leadership qualities with the capacity to motivate and influence others.
  • Adaptability to thrive in a dynamic and fast-paced environment.


  • The job holder has decision making authority on key decisions in the department within existing guidelines and provides recommendations to facilitate final decisions.


  • Competitive salary and performance-based incentives.
  • Health insurance benefits.
  • Opportunities for professional development and career advancement.
  • Dynamic and inclusive work environment




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