Food Service National Key Account Manager

PT HORMEL PRONAS NUSANTARA; Jakarta Timur; On-site; IDR 360,000,000 - 480,000,000; Full time

Job summary

PT Hormel Pronas Nusantara is seeking an experienced Food Service National Key Account Manager to grow our processed-meat portfolio in Indonesia. You will manage national Food Service accounts, including QSR chains and hotel groups, translating requirements into profitable listings and nationwide rollouts.

You will lead tender submissions, pricing, and joint business plans, coordinating with R&D, FSQ, Supply Chain, and Finance to deliver multi-site success.

Qualifications

• Bachelor's degree in a relevant field.
• Minimum 8 years in food or FMCG sales.
• Experience managing national Food Service accounts or complex B2B accounts.

Responsibilities

• Define and maintain the assigned national key account list with the National Sales Manager.
• Create account plans covering decision makers, menu applications, product potential, commercial milestones, and profitability.
• Identify opportunities to introduce products through group relationships, subject to agreement.
• Develop relationships with procurement, culinary, operations, QA, and supply chain decision makers.
• Lead opportunities from brief to samples, menu trials, specifications, approvals, and orders.
• Coordinate with Chef Manager and R&D to demonstrate product performance and economics.
• Prepare quotations, tender submissions, pricing proposals, and joint business plans.
• Negotiate volume, service, payment terms, and commercial conditions within authority.
• Coordinate account onboarding, branch rollout, order processes, and service arrangements.

Skills

English communication

National account planning

QSR & chain account selling

Tender & contracts negotiation

Education

Bachelor's degree

Job description

Food Service National Key Account Manager

PT Hormel Pronas Nusantara is seeking an experienced and commercially driven Food Service National Key Account Manager to support the growth of our processed-meat portfolio in Indonesia. Develop and manage HPN's strategic national Food Service accounts, including QSR chains, restaurant groups, hotel groups, caterers, and other multi-site operators. Convert customer requirements into profitable product listings, supply agreements, and scalable national rollouts. Build the national account pipeline from prospect identification through product trials, commercial negotiation, approval, first orders, and repeat business. Coordinate customer-specific development with Chef Manager, R&D, FSQ, Supply Chain, and Finance.

Key responsibilities

Define and maintain the assigned national key account list with the National Sales Manager.

Create account plans covering decision makers, menu applications, product potential, commercial milestones, and customer profitability.

Identify opportunities to introduce HPN through relevant group relationships, subject to customer and company agreement.

Develop relationships with procurement, culinary, operations, QA, and supply chain decision makers.

Lead opportunities from initial brief to samples, menu trials, specifications, customer approval, and commercial orders.

Work with Chef Manager and R&D to demonstrate product performance, portion economics, and operational suitability.

Prepare quotations, tender submissions, pricing proposals, annual trading terms, and joint business plans.

Negotiate volume assumptions, service requirements, payment terms, and commercial conditions within delegated authority.

Coordinate account onboarding, branch rollout, order processes, and agreed service arrangements with Supply Chain and relevant distributors.

Prepare account and SKU forecasts using customer launch plans, menu cycles, promotions, and contracted or expected volumes.

About you

Bachelor's degree in Business, Marketing, Food Technology, Hospitality, or a related discipline.

Minimum 8 years in food or FMCG sales, including at least 3 years managing national Food Service key accounts or complex B2B accounts.

Proven ability to win and develop chain accounts through tenders, product trials, cross-functional approvals, and multi-site rollout.

Experience with processed meat, protein products, chilled or frozen foods, and customer-specific specifications is strongly preferred.

National key account planning.

QSR and chain-account selling.

Tenders and commercial contracts.

Good English communication skills to support coordination with relevant stakeholders.

Willing to undertake regular business travel throughout Indonesia.

About us

PT Hormel Pronas Nusantara (HPN) is a joint venture between Hormel Foods Corporation (USA) and Pronas (Indonesia). HPN is developing a modern food manufacturing facility in Indonesia focused on producing high-quality processed meat and ready-to-eat products for domestic and international markets.