Horeca Key Account Manager

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

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

3. Key Account Growth Charter

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