Key Accounts Manager

Job Tittle: -Key Account Manager

Location: North India (Across Delhi, Haryana, Punjab, Himachal Pradesh and J&K)
Industry: FMCG / Ice Cream / Food & Beverage

Role Summary

The incumbent will be responsible for driving HORECA business for Hocco Ice Cream across Delhi, Haryana, Punjab, Himachal Pradesh and Jammu & Kashmir, with a strong focus on territory development, customer acquisition and revenue growth.

The role requires deep understanding of the HORECA ecosystem, strong market relationships and the ability to build a sustainable distribution and customer network across the assigned territories.

Key Responsibilities

• Drive HORECA sales and business development across Delhi, Haryana, Punjab, Himachal Pradesh and J&K.
• Develop and manage relationships with Hotels, Restaurants, Cafs, QSRs, Caterers, Cloud Kitchens and institutional customers.
• Identify and acquire new HORECA accounts while strengthening business with existing customers.
• Build strong understanding of territory potential, customer segments, competition and market dynamics.
• Drive distribution, product availability, visibility and penetration across key HORECA markets.
• Develop territory-wise plans to achieve sales, revenue, volume and distribution targets.
• Work closely with distributors, sales teams and channel partners to ensure effective market execution.
• Negotiate commercial terms and manage key accounts to drive sustainable business growth.
• Track competitor activity, pricing, product launches and market trends and provide actionable market feedback.
• Ensure effective execution of new product launches, schemes and trade initiatives within the HORECA channel.
• Build a strong pipeline of potential accounts and maintain regular market coverage across the assigned territories.

Experience & Profile

• 10-12 years of experience in HORECA / Institutional Sales, preferably in Ice Cream, FMCG, Food & Beverage or QSR.
• Strong hands-on experience across Delhi, Haryana, Punjab, Himachal Pradesh and J&K is highly preferred.
• Proven experience in managing multiple territories/markets with significant depth of customer relationships.
• Strong network across Hotels, Restaurants, Cafs, QSRs, Caterers and other HORECA customers.
• Experience in distributor management, key account acquisition and territory expansion.
• Strong commercial acumen, negotiation and relationship management skills.
• Willingness to travel extensively across the assigned territories.