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.
Pay: ₹1,000,000.00 - ₹2,000,000.00 per year
Benefits:
- Health insurance
- Provident Fund
Work Location: In person
