KAM Alternate Channel

The Hershey Company; Maharashtra; On-site; INR 1,300,000 - 1,900,000; Full time

Benefits offered by this job

Health & Wellbeing

Financial Security

Time Off & Flexibility

Growth & Development

Job summary

The Hershey Company in India is hiring a Key Account Manager - HORECA to drive growth and profitability across major accounts. You will manage strategic relationships, onboard new customers, and collaborate with distributors, marketing, and supply chain to hit targets.

The role requires 6–8 years in sales with 4–5 years in critical account management; a graduate degree is required and MBA is preferred. India-based candidates with strong market execution and analytical skills are encouraged to

Qualifications

• 6–8 years of experience in sales, including 4–5 years of critical account management.
• Graduate degree required; MBA preferred.

Responsibilities

• Achieve quarterly topline targets for HORECA and drive portfolio mix with adjacency products.
• Manage relationships with large customers, conduct regular business reviews, and onboard new customers.

Skills

Key account management

Education

Graduate degree

MBA preferred

Job description

About The Hershey Company

The Hershey Company (NYSE: HSY) is an industry-leading snacks company known for making more moments of goodness through its iconic brands. With a strong portfolio across chocolate, confectionery, and salty snacks, Hershey delights consumers every day. Our beloved brands include Hershey’s, Reese’s, KitKat®, Dots Pretzels, Lesser Evil, Jolly Rancher, Twizzlers, Ice Breakers, and more.

About The Hershey Company

The Hershey Company (NYSE: HSY) is an industry-leading snacks company known for making more moments of goodness through its iconic brands. With a strong portfolio across chocolate, confectionery, and salty snacks, Hershey delights consumers every day. Our beloved brands include Hershey’s, Reese’s, KitKat®, Dots Pretzels, Lesser Evil, Jolly Rancher, Twizzlers, Ice Breakers, and more.

At Hershey, we are committed to making a meaningful difference in the communities where we live, work, and do business. This commitment originated with our founder, Milton Hershey, and continues to shape who we are today.

Guided by our employee value proposition, Lead Today. Create Tomorrow, we empower our people to drive impact now while shaping what comes next. Our One Hershey mindset brings teams together across functions, geographies, and businesses, enabling us to operate with speed, collaboration, and shared purpose.

The Hershey Company is proud to be recognized as a top employer in the United States, reflecting our commitment to our people, culture, and purpose.

How will you fit in the big picture?

The Key Account Manager - HORECA is responsible for driving growth and profitability across key HORECA accounts. The role manages strategic customer relationships, develops new business opportunities, and partners with distributors and internal teams to deliver sales targets, portfolio growth, commercial compliance, strong market execution, and customer service.

What will you do?

Achieve quarterly topline targets for the HORECA channel and drive the right portfolio mix, including adjacency products such as syrups and cocoa.
Ensure compliance with Trade Promotion (TP) and Direct Marketing Expense (DME) guidelines and maintain pricing and billing hygiene.
Manage relationships with large existing customers through regular business reviews and meetings.
Identify, scope, and onboard new customers in line with business priorities.
Work closely with external distribution partners and customer account managers to drive execution.
Conduct market visits with HORECA distributors and participate in activation opportunities and retailer catalog programs.
Partner with Customer Marketing, Supply Planning, Marketing, and the Omni field team to create and execute activation calendars for critical accounts.
Monitor and analyze daily, weekly, seasonal, and one-time business reports to improve margin, revenue, and processes.
Coordinate demand planning with customers and the supply chain team and monitor in-stock compliance for key accounts.

Minimum Education & Requirements

Experience:
6-8 years of experience, including 4-5 years of critical account management experience. Experience should include sales delivery, key customer management, new customer onboarding, commercial compliance, distributor collaboration, business analytics, and demand planning coordination.

Education:
Graduate degree required; MBA preferred.

Benefits And Perks

At Hershey, we offer competitive pay and a comprehensive total rewards package designed to support your wellbeing, financial security, and life outside of work.

• Health & Wellbeing: Medical plus wellness programs that support your physical and mental health
• Financial Security: Competitive pay, annual incentive opportunities
• Time Off & Flexibility: Paid time off, company holidays, and flexible ways of working where applicable
• Growth & Development: Career development programs, learning opportunities, and internal mobility

Benefits may vary based on role, location, and eligibility.