Key Account Manager (Horeca sales)

1. Role Purpose

Own and grow strategic customer relationships for Nandis staples portfolio delivering profitable revenue growth across Modern Trade E-commerce Quick Commerce HoReCa Institutions Foodservice large distributors and other strategic accounts. The role will be responsible for account planning commercial negotiations assortment expansion execution collections and profitability.

2. Key Responsibilities

1. Own assigned key accounts end-to-end: business planning sales order generation execution collections and relationship management.
2. Develop annual/monthly Joint Business Plans (JBP) with customers covering revenue volumes assortment visibility promotions and growth initiatives.
3. Deliver primary and secondary sales targets and build a strong predictable sales pipeline within assigned accounts.
4. Expand Nandis presence by onboarding new accounts adding SKUs increasing pack-size penetration and entering new cities/locations.
5. Manage Modern Trade Quick Commerce E-commerce HoReCa Institutional and other strategic B2B customers as assigned.
6. Lead commercial discussions on pricing margins trade terms schemes listing fees promotions visibility and payment terms while protecting contribution margin.
7. Track customer-wise P&L / contribution and ensure growth is profitable with tight control over discounts schemes claims deductions and promotional spends.
8. Coordinate with Supply Chain Planning Production Finance Quality Marketing and Dispatch teams to ensure fill rate OTIF delivery and service levels.
9. Monitor forecasts open POs inventory ageing claims returns damages and service issues; resolve escalations quickly.
10. Drive new product launches sampling category expansion customer-specific packs/private label opportunities and promotional programs where relevant.
11. Use customer data and market intelligence to identify growth opportunities competitor activity pricing movements and assortment gaps.
12. Prepare weekly/monthly account reviews with clear sales margin collections pipeline risks and action plans.
13. Ensure timely collection of receivables and proactively manage overdue accounts in coordination with Finance.
14. Maintain accurate CRM/customer master pricing agreements contact records forecasts and account documentation.

3. Key Account Growth Charter

1. Revenue Growth Grow assigned accounts ahead of agreed targets.
2. Account Penetration Increase SKU count pack-size presence geographic reach and share of wallet.
3. Profitability Deliver account growth without uncontrolled discounting or scheme leakage.
4. Execution Excellence Improve availability fill rate OTIF and promotional execution.
5. Relationship Strength Build senior-level relationships with buyers category managers commercial and operations teams.
6. New Business Develop and convert a pipeline of new strategic accounts.

Required Skills:

Account ManagementNegotiationStrategic PlanningSales ForecastingRelationship BuildingData AnalysisCrossFunctional CollaborationProblem SolvingCommunicationTime Management