Key Account Manager - HoReCa Sales

Schreiber Foods; Mumbai City; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Schreiber Foods is seeking a seasoned HoReCa Key Accounts Manager to manage and grow our HoReCa key accounts in India and exports. You will drive revenue, strengthen brand presence, coordinate logistics, and own account profitability through disciplined pricing and terms.

The role demands 7–8 years of HoReCa Key Account management experience, with a graduation in Food Science/Hotel Management and an MBA/PG in Sales/Marketing. Travel across markets will be required.

Qualifications

• Graduation in Food Science/Hotel Management with MBA/PG Management in Sales/Marketing.
• 7-8 years managing leading HoReCa clients exclusively as Key Account Manager.
• Strong ability to drive profitable growth and manage pricing, trade terms, and cost control.

Responsibilities

• Handle existing HoReCa key accounts (India & Exports) and identify new volume/revenue opportunities.
• Engage in market mapping, cost-benefit analysis, profitability analysis, and proposal design to close accounts.
• Lead new product initiatives, introduce new product ranges, monitor market trends, and manage brand activations for key accounts.
• Coordinate with supply chain, distributors, and logistics partners to ensure orders, deliveries, cold-chain, and service levels.
• Review hub performance, inventory, and distributor performance to improve customer experience and reduce costs-to-serve.
• Manage monthly sales targets and generate weekly sales reports and forecasts.
• Own profitability by monitoring gross margin, logistics costs, SKU mix, and customer contribution.

Skills

Key account management

HoReCa sales

Negotiation

Market mapping

Brand management

Education

Graduation in Food Science/Hotel Management with MBA/PG in Sales/Marketing

Job description

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 monthlysalestargets.
• Generate revenue for the company by cross selling and up selling of products in collaboration withsalesteam. 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 Weeklysalesreports andsalesforecast 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.