Key Account Manager

Location: Dubai
Salary: Up to AED 15,000

Job Code: 263/001/347
Industry: Food Services / HORECA

Job Brief:
The Key Account Manager – HORECA is responsible for developing and managing strategic relationships with hotels, executive chefs, and professional kitchens to drive sales of the company’s food products.

The role focuses on building partnerships with chefs, promoting product usage in professional kitchens, securing product listings with hotel purchasing teams, and achieving sales targets within the HORECA segment.

The Key Account Manager will actively introduce new products, conduct product tastings and demonstrations, monitor competitor activities, and work closely with chefs and procurement teams to ensure product adoption and consistent supply.

Job Responsibilities:

Develop and manage relationships with executive chefs, sous chefs, kitchen managers, and hotel procurement teams.
Drive product sales by promoting ingredients and food products directly to chefs and culinary decision-makers.
Achieve assigned sales targets and business objectives within the HORECA segment.
Conduct product presentations, tastings, and menu application demonstrations to encourage product adoption.
Work with chefs to integrate company products into hotel menus and kitchen operations.
Secure product listings with hotel purchasing departments and food procurement teams.
Identify and develop new hotel, restaurant, and catering clients within the assigned territory.
Introduce and launch new food products and ingredients in collaboration with internal teams.
Ensure timely money collection and credit control from assigned customers.
Monitor daily sales performance and monthly target achievement.
Track competitor products, pricing, and market trends within the hospitality sector.
Maintain strong, professional relationships with all assigned accounts.
Generate daily, weekly, and monthly sales reports with performance insights and corrective actions.
Maintain and update the customer database, including chefs, purchasing managers, and F&B managers.
Ensure on-time product deliveries and resolve any service-related issues.
Follow assigned route plans to regularly visit hotels and culinary establishments.
Ensure adherence to approved pricing structures and commercial terms.
Track and manage tenders and hotel supply contracts, including product specifications and pricing.
Utilize technical and culinary support teams when needed to strengthen product positioning.
Identify new product opportunities based on chef feedback and market demand.

Key Performance Indicators (KPIs):
Sales & Revenue Performance

Monthly sales target achievement
Revenue growth within the HORECA segment
New product listing success rate in hotels

Customer Relationship Management

Chef and hotel visit frequency
Customer retention and satisfaction
New hotel and chef account acquisition

Market Development

Menu integration of company products
Product trials and tastings conducted
Market penetration within hotels and premium restaurants

Cash Flow & Collections

Collection efficiency
Outstanding payment management

Job Requirements:

5+ years of sales experience in HORECA, foodservice, or hospitality-related food distribution.
Strong existing network with chefs, hotels, restaurants, and hospitality groups in the UAE.
Proven ability to build relationships with executive chefs and kitchen decision-makers.
Experience in product demonstrations, tastings, and menu integration.
Strong sales, negotiation, and account management skills.
Excellent communication, interpersonal, and relationship-building abilities.
Good understanding of hotel procurement processes and foodservice supply chains.
Ability to analyze sales data and track account performance.
Strong organizational and time management skills.
Knowledge of market trends, competitor products, and pricing strategies in the HORECA industry.
Ability to work independently while collaborating with internal teams.
Experience in launching new food products into professional kitchens is an advantage.

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