Key Accounts Manager

Key Account Manager National Brands & Institutional Accounts

Experience: 6–14+ years
Industry: FMCG / Food & Beverage / Foodservice / Institutional Sales

Job Summary

We are seeking an experienced Key Account Manager to drive national B2B sales, manage strategic institutional accounts, and secure large-volume business partnerships across food chains, caterers, star hotels, educational and healthcare institutions, and industrial canteens.

Key Responsibilities

• Identify, acquire, and manage national key accounts and large institutional customers.
• Lead centralised commercial negotiations, RFQs, tenders, pricing discussions, and contract closures.
• Develop account-specific business plans to drive revenue, profitability, and long-term partnerships.
• Lead national and multi-location product rollouts, ensuring smooth onboarding and execution.
• Build relationships with procurement heads, corporate decision-makers, category managers, and operations teams.
• Prepare commercial proposals, volume forecasts, pricing models, and account profitability analyses.
• Coordinate with supply chain, production, finance, and operations teams to ensure fulfilment and service-level commitments.
• Track sales performance, account growth, contract renewals, collections, and new business opportunities.

Candidate Profile

• 6–14+ years of experience in B2B, institutional, or strategic key account sales, preferably in FMCG, foodservice, bakery, dairy, or perishables.
• Proven experience handling large accounts, centralised procurement, commercial negotiations, and multi-location rollouts.
• Strong expertise in pricing, RFQs, tender management, contract negotiations, and account profitability.
• Excellent stakeholder management, presentation, negotiation, and commercial analytical skills.
• Willingness to travel for national account development and relationship management.

Key Success Metrics: National account acquisition, revenue growth, contract closures, account profitability, rollout execution, repeat business, and collection efficiency.