Key Account Manager - HoReCa Sales

Schreiber Foods; Mumbai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Schreiber Foods in Mumbai, India seeks a dynamic Sales, Account Management & Business Development professional to manage HoReCa key accounts, acquire new customers, and drive revenue growth across India and exports.

You will own brand initiatives, coordinate with supply chain, and ensure on-time deliveries while managing profitability through pricing and terms. Travel may be required in line with business needs.

Qualifications

• Graduation in Food Science or Hotel/Hospitality Management with MBA/PG in Sales/Marketing.
• Experience managing HoReCa key accounts and driving revenue growth.
• Strong negotiation and communication skills.

Responsibilities

• Manage HoReCa key accounts in India and exports.
• Identify new opportunities for volume and revenue growth.
• Coordinate logistics and hub operations for service delivery.
• Own account-level profitability through pricing and terms.
• Lead brand activations and product promotions for key accounts.
• Ensure timely deliveries and cost-to-serve improvements.
• Set and achieve monthly sales targets.
• Prepare weekly sales reports and forecasts.
• Collaborate with supply chain and distributors.

Skills

Key account management

HoReCa channel

Sales forecasting

Negotiation

Logistics coordination

Brand management

Education

MBA Sales/Marketing

Food Science

Hotel Management

Hospitality Management

Job description

Job Family:

Sales, Account Management & Business Development

Job Category:

Sales, Marketing & Product Management

Job Family:

Sales, Account Management & Business Development

Job Description:

This position is responsible for managing HoReCa key accounts, acquiring new customers, driving revenue growth, strengthening brand presence across food service customers, coordinating logistics and distribution hub operations for seamless service delivery, and owning account-level profitability through disciplined pricing, trade terms, mix management and cost control.

What you’ll do:

• Handle Existing Key Accounts (India & Exports) and identify new opportunities of volume / revenue in HoReCa Channel.
• Engage in market mapping, corporate requirement Analysis, Cost - benefit analysis, Feasibility/profitability Analysis, Proposal design and Negotiating on Commercials toward Closure of Account.
• Engage in New Business Initiatives, Generate New Product Development Ideas, Introducing New range of products to client, Monitoring Competition and Market Trends to cater the customer needs and demands.
• Own brand management initiatives for key HoReCa accounts, including product positioning, account-specific brand activations, menu/application trials, visibility programs, chef/customer engagement, and feedback loops to strengthen brand preference and share of wallet.
• Coordinate with supply chain, distributors and logistics partners to ensure smooth order servicing, timely deliveries, stock availability, cold-chain compliance, issue resolution and service-level adherence for key accounts.
• Review hub-wise service levels, inventory availability, fill rates, delivery timelines and distributor performance to improve customer experience and reduce cost-to-serve.
• Manage distribution hub performance for assigned key accounts, including hub-wise volume planning, inventory health, dispatch coordination, distributor alignment, complaint tracking and continuous improvement of fulfilment efficiency.
• Assign and achieve monthly sales targets.
• Generate revenue for the company by cross selling and up selling of products in collaboration with sales team. Conduct Promotional Campaigns for Product Promotion
• Own profitability for assigned accounts by monitoring gross margin, value income, logistics costs, SKU mix and customer-wise contribution; recommend corrective actions to protect sustainable growth.
• Generating Weekly sales reports and sales forecast for company products

What you need to succeed:

• Graduation (Food Science/ Hotel Management/ Hospitality Management) with MBA/ PG Management in Sales / Marketing
• 7-8 years managing leading HoReCa clients exclusively as Key account manager.
• The ability to apply leading-edge processes necessary to drive profitable growth for Schreiber Foods
• The effective candidate will also possess excellent communication and organizational skills with an ability to work effectively in a fast paced and dynamic team environment
• Must possess resiliency, financial/business acumen and ability to flex style as needed
• Internal Candidates: Demonstrate a pattern of consistent performance success with demonstrated ability to provide superior results in an intermediate level role.
• Travel across assigned markets, customer locations will be required as per business needs.