Account Manager

Job Summary:

The Account Manager will own revenue, volume and margin growth for an assigned portfolio of customers, distributors and prospects across the Flakes and Fries business. The role combines new business development, building a pipeline for Flakes in Domestic and International markets and developing the Domestic Fries market, with account management of existing key accounts and distributors in the foodservice, HORECA, QSR and wholesale channels. Once an order is secured, day-to-day order and service follow-up is handled by the Customer Support team; the Account Manager stays accountable for the commercial relationship. The role works closely with Customer Support, S&OP, Operations, Quality, Supply Chain, Marketing and Finance


Key Roles & Responsibilities:

Business Development & Pipeline

• Build and manage a sales pipeline for Flakes (Domestic and International) from lead generation through to onboarding and first orders.
• Support the growth of the Domestic Fries market by identifying customer needs, applications and new opportunities.
• Identify new market opportunities and develop distribution in wholesale, foodservice, HORECA and QSR channels; onboard distributors and expand coverage.
• Conduct product presentations, sampling sessions, trials and engagement activities to increase adoption and drive product placement in target accounts.

Key Account Management

• Build and maintain trust-based relationships with key accounts, regional chains, distributors and chefs communities.
• Prepare account plans and lead customer meetings, business reviews, product discussions and launches to grow share of business.
• Achieve volume, revenue and margin targets for the assigned portfolio.
• Negotiate pricing and trade terms, close deals profitably, and ensure execution of agreed terms, schemes and merchandising plans.
• Collaborate with Customer Support for smooth hand-over from order to delivery, and resolve commercial issues raised by customers.
  
  Sales Operations & Market Intelligence
  
• Monitor sales performance, primary and secondary sales data, and stock levels at distributor points.
• Monitor distributor ROI, inventory health and claim settlements.
• Share accurate sales forecasts and pipeline updates with S&OP and the Country Head.
• Track competitor activity, pricing and market trends, and recommend counter-strategies.

Cross-functional Collaboration

• Work with Marketing on trade promotions, visibility and brand positioning.
• Bring customer product and packaging requirements to Operations, Quality and Supply Chain, and support customer audits, validations and specifications where needed.

Educational and Practical requirements:

• Bachelor's degree in Business, Marketing, or a related field; an MBA is preferred.
• 5 to 8 years of B2B sales, key account management or business development experience in FMCG, Frozen Foods, Food Ingredients or QSR / foodservice.
• Proven track record of achieving sales targets and managing HORECA, wholesale and distributor networks.
• Exposure to both General Trade and Foodservice; Modern Trade, E-commerce or export / international customer experience is an advantage.
• An established customer network in the Food / Potato / Ingredients industry will be a priority.
• Commercial acumen, strong negotiation skills and analytical ability to interpret sales data and plan.
• Strong communication and presentation skills; proficiency in MS Excel, PowerPoint and CRM tools.
• Willingness to travel regularly.

Management Behavioural Competencies:

• Result Orientation: delivers sales targets with focus on growth and profitability.
• Customer Leadership: builds strong, trust-based stakeholder relationships.
• Strategic Execution: turns plans into measurable, high-impact outcomes.
• Ownership and collaboration: works across teams to deliver a seamless customer experience.