Key Accounts Manager

VGO Foods; Mumbai; On-site; INR 502,000 - 837,000; Full time

Job summary

VGO Foods in Mira Road (Mumbai) is seeking an Account Manager (HoReCa) to grow its B2B cold-pressed juice portfolio, manage key accounts, and drive revenue.

The role requires coordinating orders, deliveries and collections, resolving customer issues, and building strong relationships with hotels, restaurants, cafés and other HoReCa partners in a fast-paced, FMCG environment.

Qualifications

• Graduate in Business Administration, Commerce or related field.
• MBA/PGDM in Sales/Marketing is an advantage.
• Experience in FMCG/B2B sectors preferred.

Responsibilities

• Manage a portfolio of B2B customers and be primary contact.
• Develop relationships with key decision-makers and drive repeat sales.
• Coordinate orders, deliveries and collections to ensure customer satisfaction.
• Understand fresh/FMCG product requirements and optimize stock usage.
• Prepare quotations and negotiate terms to close orders.
• Collect outstanding payments and coordinate with finance on settlements.
• Provide timely reports on sales, orders and opportunities to management.

Skills

B2B sales

Account management

Relationship management

Negotiation

Communication skills

Problem solving

Education

Graduate in Business Administration or Commerce

MBA/PGDM in Sales/Marketing advantageous

Tools

Excel/MIS reporting

CRM tools

Job description

JOB DESCRIPTION

Account Manager

Department: Sales & Business Development
Position: Key Account Manager - HORECA
Location: Mira Road (Mumbai)
Reporting To: Head B2B Sales / Business Head
Experience: 2 - 5 years
Employment Type: Full-time

About the Role

We are looking for a dynamic and result-oriented Account Manager HORECA to manage and grow our B2B customer portfolio for our fresh cold-pressed juice business.

The role will be responsible for developing strong relationships with B2B customers, driving repeat sales, managing orders and deliveries, ensuring timely collections, resolving customer issues, and identifying opportunities to increase business from existing and new accounts.

The ideal candidate should understand the requirements of fresh/FMCG products, have strong commercial and relationship-management skills, and be comfortable working in a fast-paced, operationally intensive environment.

Key Responsibilities

1. B2B Account Management

• Manage a portfolio of B2B customers and act as the primary point of contact.
• Build strong, long-term relationships with customers and key decision-makers.
• Understand customer requirements, consumption patterns, pricing expectations, and business needs.
• Ensure high customer satisfaction and retention.
• Conduct regular account reviews and identify opportunities for business expansion.

2. Sales & Business Development

• Achieve monthly and quarterly B2B sales targets.
• Generate new business from potential B2B customers.
• Develop accounts across segments such as:
• Hotels, Restaurants & Cafs (HoReCa)
• Corporate offices
• Gyms and fitness centres
• Hospitals and healthcare institutions
• Schools, colleges and institutions
• Cloud kitchens and caterers
• Modern trade and retail chains
• Corporate gifting and wellness programs
• Distributors and resellers
• Prepare quotations, negotiate commercial terms, and close orders.
• Identify cross-selling and upselling opportunities across the product portfolio.

3. Order & Delivery Coordination

• Coordinate with the production, dispatch and logistics teams to ensure timely fulfilment of customer orders.
• Monitor daily/weekly order requirements and communicate customer forecasts to the production team.
• Ensure correct SKU, quantity, pricing and delivery schedules.
• Proactively communicate any supply or delivery issues to customers.
• Monitor product returns, damages, shortages and delivery discrepancies.

4. Fresh Product & Inventory Coordination

• Understand the operational challenges associated with fresh cold-pressed juices, including limited shelf life, production planning and demand fluctuations.
• Work closely with production and planning teams to minimize product wastage.
• Track customer-wise demand and consumption trends.
• Support demand forecasting and advance order planning.
• Coordinate with the team to optimize production against confirmed and forecasted B2B demand.

5. Collections & Commercial Management

• Monitor customer outstanding balances and ensure timely collections.
• Follow up on overdue invoices and credit-limit issues.
• Maintain accurate customer-wise payment and outstanding records.
• Coordinate with the accounts team regarding invoices, credit notes, debit notes and payment reconciliation.
• Ensure adherence to approved customer credit terms.

6. Customer Service & Issue Resolution

• Handle customer queries and complaints promptly.
• Coordinate internally to resolve issues related to product quality, delivery, packaging, billing or service.
• Track complaints until closure and maintain proper documentation.
• Gather customer feedback and communicate actionable insights to management and the quality/production teams.

7. Reporting & MIS

• Maintain updated customer and sales records.
• Prepare daily/weekly/monthly B2B sales reports.
• Track:
• Customer-wise sales
• SKU-wise sales
• Order frequency
• Average order value
• Customer retention
• Outstanding payments
• New customer acquisition
• Customer complaints and returns
• Sales target vs. achievement
• Provide management with regular updates on account performance and market opportunities.

Education

• Graduate in Business Administration, Commerce, Marketing or a related field.
• MBA/PGDM in Sales/Marketing is an advantage.

Experience

• 25 years of experience in B2B sales/account management.
• Experience in FMCG, food & beverage, beverages, fresh food, dairy, hospitality supply or related industries is preferred.
• Candidates with experience managing institutional/HoReCa accounts will be preferred.

Required Skills

• Strong B2B sales and account-management skills.
• Excellent communication and negotiation abilities.
• Strong customer relationship management.
• Good commercial and numerical understanding.
• Ability to manage multiple customers simultaneously.
• Strong follow-up and collection skills.
• Good Excel/MIS reporting skills.
• Ability to coordinate effectively with production, logistics, quality and accounts teams.
• Strong problem-solving and decision-making ability.
• Target-oriented and self-motivated approach.
• Willingness to travel for customer meetings when required.

Preferred Knowledge

The candidate should have a basic understanding of:

• Fresh/cold-pressed juice products
• FMCG distribution and B2B sales
• Shelf-life and freshness considerations
• Food-service/HoReCa operations
• Pricing, margins and trade discounts
• Credit terms and collections
• Demand forecasting
• Order fulfilment and logistics
• Basic food-quality and customer-service requirements

Personal Attributes

• Customer-centric mindset
• High ownership and accountability
• Strong interpersonal skills
• Energetic and proactive
• Commercially aware
• Detail-oriented
• Comfortable working in a fast-paced startup/growth environment
• Ability to work independently as well as with cross-functional teams

Compensation

Salary: [XX,XXX – XX,XXX] per month / CTC [X – X] LPA

Incentives: Performance-linked incentives based on sales achievement, collections, new customer acquisition and account growth.

Career Growth

The successful candidate can progress into roles such as:

Account Manager Senior Account Manager B2B Sales Manager Head – B2B Sales / Key Accounts

Ideal Candidate

The ideal candidate is someone who can win new B2B customers, build lasting relationships, grow existing accounts, ensure timely collections, and coordinate internally to deliver a consistently excellent customer experience while understanding the unique challenges of selling and distributing fresh products.