Key Account Manager - HoReCa

Key Account Manager HORECA

Location: UAE

Industry: FMCG / Food & Beverage / HoReCa

Role Overview

Key Account Manager HORECA will be responsible for driving strategic growth across key hotel, restaurant, caf, and catering accounts in the UAE. This role requires a strong commercial mindset, deep market relationships, and the ability to manage high-value accounts while contributing to overall business expansion and profitability.

The position demands a seasoned professional with proven experience in managing large HORECA clients, negotiating commercial agreements, and leading account growth through strategic planning and execution.

Key Responsibilities

Strategic Account Management

• Manage and grow a portfolio of high-value HORECA accounts across the UAE.
• Develop long-term partnerships with key decision-makers including owners, procurement heads, executive chefs, and F&B managers.
• Lead annual negotiations, contract renewals, pricing structures, and volume agreements.
• Drive sustainable revenue growth through strategic account planning.

Business Development & Market Expansion

• 
  Identify and onboard new key accounts in hotels, restaurant chains, catering groups, and QSRs.
• Analyze market trends, competitor activity, and pricing strategies to identify growth opportunities.
• Support new product launches and market penetration initiatives.

Commercial & Operational Excellence

• Ensure smooth execution of orders, deliveries, and service levels in coordination with operations and supply chain teams.
• Monitor account performance, margins, and profitability.
• Resolve escalations professionally while maintaining strong client relationships.

Leadership & Reporting

• Prepare sales forecasts, performance reports, and strategic reviews for management.
• Provide market insights and recommendations to support business planning.
• Mentor junior sales team members where applicable.

Essential Requirements

• Bachelor's degree in Business, Sales, or related field
• 58 years of proven experience in HORECA / FMCG sales within the UAE
• Strong network within hotels, restaurants, catering companies, and F&B groups

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  Demonstrated success in handling key accounts and achieving revenue targets
• Excellent negotiation, presentation, and relationship management skills
• Valid UAE driving license

Preferred Profile

• Experience working with food distributors or premium F&B brands
• Strong understanding of UAE hospitality market dynamics
• Ability to work independently and manage large territories
• Strategic thinker with a hands-on execution approach

Key Competencies

• Strategic account management
• Commercial negotiation
• Client relationship management
• Market analysis & forecasting
• Leadership & stakeholder management
• Strong communication and presentation skills