Key Account Manager - HORECA

Job Opportunity: Key Account Manager - On-Premise (HORECA)

We are hiring a dynamic and commercially driven professional for the role of Key Account Manager On-Premise (HORECA) to drive business growth, key account relationships, brand visibility, and profitability across premium HORECA accounts.

Position: Key Account Manager - On-Premise (HORECA)

Function: Sales

Reporting to: Business Head

Experience: 3-6 Years

Location: Mumbai

Industry Preference: FMCG / Beverage / Alco-Bev / Hospitality

Education: MBA Compulsory

Key Responsibilities:

• Manage and develop strategic relationships with key HORECA and on-premise accounts including hotels, restaurants, cafés, bars, lounges, QSRs and catering partners.
• Build strong relationships with procurement managers, F&B heads, chefs, bar managers and business owners.
• Drive monthly, quarterly and annual sales targets and identify new business opportunities.
• Secure menu placements, exclusivity agreements, brand partnerships and product penetration opportunities.
• Drive premiumization through portfolio expansion, upselling and new product introductions.
• Plan and execute in-outlet activations, tastings, promotions and bartender engagement programs.
• Ensure strong brand visibility, menu presence and execution of agreed brand standards across outlets.
• Track sales performance, activation effectiveness, competitor activity, pricing and market trends.
• Coordinate with distributors, supply chain, finance and internal teams for product availability, billing, credit and collections.
• Prepare sales forecasts and demand plans for assigned accounts.
• Negotiate pricing, margins, menu listings, activation support and other commercial terms.
• Develop and manage Joint Business Plans (JBPs) with key accounts.
• Ensure optimum utilization of trade and activation budgets.

Ideal Candidate:

• 3-6 years of experience in Key Account Management / B2B Sales, preferably in FMCG, Beverage, Alco-Bev or Hospitality.
• Strong hands-on experience in HORECA / On-Premise sales is preferred.
• Proven experience managing premium accounts across hotels, restaurants, bars, cafés or QSR chains.
• Strong understanding of on-premise channel dynamics and commercial economics.
• Excellent relationship management, negotiation and communication skills.
• Strong analytical, planning and execution capabilities.
• Proficiency in MS Excel, PowerPoint and CRM tools.
• Customer-centric, commercially driven and comfortable working in a fast-paced environment.