KAM Alternate Channel

The Hershey Company; Mumbai; On-site; INR 900,000 - 1,400,000; Full time

Benefits offered by this job

Health & Wellbeing

Financial security

Time off & holidays

Career development

Job summary

The Hershey Company in Mumbai seeks a seasoned Key Account Manager - HORECA to drive growth across major hotel, restaurant and cafe accounts. You will manage strategic relationships, onboard new customers, and collaborate with distributors to meet sales targets and ensure compliance.

You will coordinate with Marketing, Supply Chain, and field teams to execute activation programs, analyze performance data, and optimize margins.

Qualifications

• 6–8 years of experience with 4–5 years in critical account management.
• Experience in sales delivery, key customer management, onboarding, compliance, distributor collaboration, analytics, and demand planning.

Responsibilities

• Achieve quarterly topline targets for the HORECA channel and drive the right portfolio mix.
• Ensure compliance with TP and 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.

Skills

Sales delivery

Key account management

New customer onboarding

Commercial compliance

Distributor collaboration

Business analytics

Demand planning coordination

Job description

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Note:If you apply for a role at Hershey through our career’s website, we may use technologies that use automation to filter your candidacy based on objective criteria. We also use AI-enabled tools that help us facilitate the selection of our future Hershey talent. These tools may help with activities such as matching and scoring candidates to roles based on requirements and scheduling interviews. These systems process only the information you provide in your application, including your resume, work history, education, and responses to screening questions. While these technologies assist with certain steps in our recruitment process and may provide recommendations, all final decisions, including those affecting whether candidates advance to subsequent stages in the applicant process, are made by our talent acquisition teams with meaningful human review and independent judgment. Depending on your location and the specific role you apply for, additional disclosures about our use of AI in recruitment may be provided to you separately.

KAM Alternate Channel

Requisition Number: 130987

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.

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:

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: Medicalplus 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.