HoReCa Key Accounts Leader — Drive Growth

JAPFA FOOD INDONESIA; Kota Semarang; On-site; IDR 180,000,000 - 300,000,000; Full time

Job summary

JAPFA FOOD INDONESIA is seeking a results-driven Key Account Manager to manage HoReCa customers—hotels, restaurants, and cafes. You will develop account plans, conduct regular reviews, and coordinate with Sales, Marketing, Trade Marketing, Supply Chain, Finance, and Customer Service to ensure excellent order fulfillment and service.

The ideal candidate has 3–5 years in KAM, B2B sales, or HoReCa/Food Service, with strong negotiation, communication, and presentation skills.

Qualifications

• Bachelor's degree in Business, Marketing, Management, or related field.
• Minimum 3–5 years of experience in Key Account Management, B2B Sales, or HoReCa/Food Service sales.
• Experience handling Hotel, Restaurant, Café, catering, distributor, or food service customers is highly preferred.
• Strong negotiation, communication, presentation, and relationship-building skills.
• Strong commercial and analytical mindset with the ability to identify business opportunities.
• Target-oriented, proactive, and able to work independently as well as collaboratively.
• Willing to travel for customer visits as required.
• Good proficiency in Microsoft Office (Excel & PowerPoint).

Responsibilities

• Develop and maintain strong relationships with key HoReCa accounts.
• Identify business opportunities and develop strategies to achieve sales, revenue, and profitability targets.
• Manage the end-to-end sales process, from prospecting and negotiation to order fulfillment and after-sales service.
• Develop and execute account plans based on customer needs, business potential, and company objectives.
• Conduct regular visits and business reviews with key customers to understand their needs and identify opportunities for growth.
• Negotiate pricing, promotions, contracts, and commercial agreements with customers while ensuring alignment with company policies.
• Collaborate with internal teams such as Sales, Marketing, Trade Marketing, Supply Chain, Finance, and Customer Service to ensure excellent customer service and smooth order fulfillment.
• Monitor sales performance, customer profitability, market trends, and competitor activities to identify opportunities and potential risks.
• Develop proposals and business solutions tailored to customer requirements.
• Maintain accurate customer information, sales forecasts, and account performance reports.
• Handle customer complaints and resolve issues effectively to maintain long-term business relationships.
• Support new product launches and promotional activities within the HoReCa channel.
• Continuously expand the customer portfolio by acquiring new strategic accounts and developing existing accounts.

Skills

Negotiation

Communication

Relationship building

Presentation

Analytical thinking

Travel readiness

Education

Bachelor's degree in Business, Marketing, Management, or related field

Tools

Microsoft Excel

PowerPoint

Job description

JAPFA FOOD INDONESIA is seeking a results-driven Key Account Manager to manage HoReCa customers—hotels, restaurants, and cafes. You will develop account plans, conduct regular reviews, and coordinate with Sales, Marketing, Trade Marketing, Supply Chain, Finance, and Customer Service to ensure excellent order fulfillment and service.

The ideal candidate has 3–5 years in KAM, B2B sales, or HoReCa/Food Service, with strong negotiation, communication, and presentation skills.