Key Accounts Management - Food Ingredients (Seasonings, Premixes, Sauces, Culinary Products) & Beverage Ingredients

Role Purpose

Drive revenue growth and market penetration by acquiring new B2B customers and expanding existing key accounts across food manufacturers, beverage companies, QSR chains, HoReCa, distributors, and institutional buyers. The role is responsible for developing strategic customer relationships, identifying business opportunities, managing commercial negotiations, and ensuring brand packaging and product presentation support customer and market requirements.

Key Responsibilities

Business Development

- Identify, qualify, and acquire new B2B customers within the food and beverage industry.

- Develop and execute market expansion strategies to increase sales revenue and market share.

- Generate opportunities through networking, industry events, referrals, and market intelligence.

- Build a robust sales pipeline and achieve monthly, quarterly, and annual sales targets.

- Identify emerging trends, customer needs, and competitive opportunities within food and beverage categories.

Key Account Management

- Manage and grow relationships with strategic accounts, including food manufacturers, QSR chains, HoReCa customers, distributors, and institutional buyers.

- Develop account growth plans to increase business volume and profitability.

- Conduct regular business reviews with customers and key stakeholders.

- Ensure high levels of customer satisfaction, retention, and long-term partnerships.

- Resolve commercial and operational issues in collaboration with internal teams.

Sales & Commercial Management

- Prepare and deliver customer presentations, product proposals, and commercial offers.

- Lead pricing negotiations, annual contracts, and commercial agreements.

- Monitor sales performance, margins, and profitability of assigned accounts.

- Forecast sales volumes and coordinate demand planning with supply chain teams.

- Drive cross-selling and upselling of ingredient solutions across customer portfolios.

Product & Packaging Development Support

- Collaborate with R&D, marketing, and packaging teams to develop customized ingredient solutions.

- Provide customer insights and market feedback on packaging designs, labeling, and product presentation.

- Ensure packaging and branding initiatives support shelf appeal, menu visibility, and customer requirements.

- Coordinate new product launches and packaging transitions with customers.

Market Intelligence

- Monitor industry trends, competitor activities, pricing movements, and new product developments.

- Analyze market data to identify growth opportunities and customer segments.

- Maintain awareness of food safety, regulatory, and industry standards impacting customers.

Key Result Areas (KRAs)

- Achievement of sales and gross margin targets.

- New customer acquisition and revenue generation.

- Growth of key account business and customer retention.

- Successful execution of strategic account plans.

- Expansion into new market segments and channels.

- Packaging and branding initiatives supporting business growth.

- Accurate sales forecasting and pipeline management.

- Customer satisfaction and relationship development.

Qualifications & Experience

Education

- Bachelor's Degree in Food Technology, Food Science, Business Administration, Marketing, or a related field.

- MBA preferred.

Experience

- 5-10 years of experience in B2B sales, business development, or key account management within food ingredients, flavors, seasonings, premixes, beverages, or FMCG industries.

- Proven track record in handling large food manufacturing, QSR, HoReCa, and distribution accounts.

- Experience in solution selling and commercial negotiations.

Key Competencies

Technical Competencies

- B2B Sales & Business Development

- Key Account Management

- Contract Negotiation

- Food & Beverage Ingredient Knowledge

- Sales Forecasting & Pipeline Management

- Market Analysis

- Packaging & Branding Understanding

- CRM & Sales Reporting Tools

Behavioral Competencies

- Strong relationship-building skills

- Commercial acumen

- Strategic thinking

- Negotiation and influencing skills

- Customer-centric mindset

- Results orientation

- Problem-solving ability

- Excellent communication and presentation skills

Performance Metrics

- Revenue Growth (%)

- Gross Margin Achievement

- Number of New Customers Acquired

- Key Account Growth (%)

- Customer Retention Rate

- Sales Pipeline Value

- Forecast Accuracy

- Customer Satisfaction Score

- New Product / Packaging Project Success Rate

Travel Requirement

Frequent travel to customer locations, manufacturing facilities, distributor sites, trade exhibitions, and industry events.

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