Key Account kênh Horeca

Job Description

1/ Sales Strategy Development & Execution:

● Develop and implement comprehensive sales strategies tailored for the HoReCa channel to meet business objectives and revenue targets.

● Identify new business opportunities, monitor market trends, and adapt strategies to increase market share.

2/ Client Relationship Management:

● Build and maintain strong relationships with key clients in the HoReCa sector, including hotels, restaurants, and cafés.

● Negotiate contracts, pricing, and service agreements to maximize profitability and ensure customer satisfaction.

3/ Market Analysis:

● Conduct market research and competitor analysis to identify trends and opportunities within the HoReCa channel.

● Monitor customer preferences and adapt sales strategies to meet changing market demands.

4/ Team Management:

● Lead, train, and mentor the sales team to achieve individual and team performance targets.

● Setsales targets, track performance, and provide regular feedback to the team.

5/ Collaboration with Marketing:

● Workclosely with the marketing department to develop promotional campaigns and product launches targeted at the HoReCa channel.

● Provide feedback from the market to help shape marketing strategies.

6/ Sales Reporting:

● Prepare and present regular sales reports, including sales forecasts, budget analysis, and performance reviews.

● Ensure data-driven decision-making to optimize sales activities.

7/ Client Acquisition & Retention:

● Identify and pursue new clients while maintaining strong relationships with existing customers to ensure long-term partnerships.

● Develop and execute initiatives to improve customer retention rates.

8/ Budget Management:

● Manageandoptimize sales budgets, ensuring cost-effective sales operations and high return on investment (ROI).

9/ Cross-functional Collaboration:

● Workwith the logistics, finance, and customer service teams to ensure smooth operations and timely deliveries to HoReCa clients.

● Coordinate with other departments to resolve customer issues and improve overall service quality.

10/ Product Knowledge:

● Maintain deep knowledge of product offerings and stay up-to-date with industry trends and competitor activities.

● Educate clients on the unique value of products to ensure proper usage and long-term satisfaction.

Job Requirement

● Education: Bachelor's degree or higher in Business Administration, Sales & Marketing, Economics or a related field.

● Experience: More than 5 years of experience in a similar role, preferably within the FMCGor HoReCa industry.

● Language Skills: Good command of English (4 skills: reading, writing, speaking, listening).

● Sales &Market Knowledge: Solid experience and knowledge in sales strategy development, route-to-market, and key account management, with a focus on the HoReCa channel.

● F&BMarket: Deep understanding of the Food & Beverage industry, including market trends and dynamics.

● Client Relationship: Strong experience in building and maintaining relationships with key clients in the HoReCa sector.

● Budget &Financial Management: Experience in managing budgets and understanding basic finance for sales planning.

● DataAnalysis: Ability to interpret and leverage data for strategic decision-making.

● Technical Skills: Proficiency in Microsoft Office and analytics software (Excel, PowerPoint, CRM tools) for data analysis and presentation.

● Communication & Negotiation: Excellent communication and negotiation skills, particularly with sales teams (General Trade, Modern Trade, Key Account Management, HoReCa).

● Leadership & Teamwork: Strong leadership, teamwork, and staff management skills, with the ability to mentor and motivate a sales team.

● Professional Attitude: Demonstrates integrity, enthusiasm, and a proactive approach to work with a high level of accountability and professionalism