Key Account Manager - HORECA

Description

• The Key Account Manager, HORECA is responsible for driving sales growth and building strong partnerships across key Hotels, Restaurants, Cafés, and Catering customers.
• The role develops customer strategies, executes trade and category initiatives, leverages market insights, and collaborates with cross-functional teams to deliver sustainable growth and maximize customer value.

Responsibilities
HORECA Customer Strategy:

• Develop and execute customer and channel strategies for Hotels, Restaurants, Cafés, and Catering customers to drive profitable growth, market penetration, and long-term partnerships.

Account Management:

• Manage and grow assigned HORECA accounts through effective relationship management, joint business planning, contract negotiations, and execution of customer-specific growth initiatives.

Trade Activities:

• Develop and implement trade activities and activation programs, manage trade investments, and track performance to ensure achievement of sales and profitability objectives.

Cross-Functional Collaboration:

• Work closely with Marketing, Supply Chain, Finance, and Customer Service teams to ensure seamless execution of customer plans and delivery of business objectives.

Market & Customer Insights:

• Analyze market trends, competitor activities, and customer needs to identify opportunities for growth and develop actionable recommendations.

Category & Shopper Development:

• Leverage category insights and customer understanding to improve product visibility, drive customer engagement, and strengthen FrieslandCampina's position within the HORECA channel.

Business Performance & Reporting:

• Monitor sales performance, customer profitability, and key commercial KPIs. Provide regular business reviews, forecasts, and insights to support decision-making and continuous improvement.

Corporate Compliance:

• Ensure all commercial activities are executed in line with company policies, procedures, and governance requirements.

What we Ask

• Bachelor's degree in Business Administration, Marketing, Sales, or a related discipline
• 5–8 years' experience in Key Account Management, Sales, or Business Development within FMCG, Food Service, or HORECA channels
• Proven track record of managing and growing strategic HORECA accounts
• Strong commercial and negotiation skills with experience in joint business planning
• Good understanding of foodservice market dynamics, customer needs, and route-to-market strategies
• Experience in trade marketing, category management, and customer activation programs
• Strong analytical skills with the ability to translate market insights into actionable plans
• Excellent stakeholder management, relationship-building, and communication skills.

What we Offer
A culture that’s truly global, yet deeply connected:

• Rooted in our Dutch heritage and grown across the world, FrieslandCampina brings together diverse perspectives into one collaborative culture. Here, where working across markets, teams, and ideas is part of everyday life.

A place where your growth is continuously unlocked:

• From structured training and coaching to hands-on, real-world exposure, you’re empowered to shape your own career path. Opportunities will evolve as you do, with local and international mobility that’s actively encouraged.

Work that works for you:

• We believe performance thrives with balance. We are offering competitive rewards, flexible ways of working, and benefits that support both your personal and professional life. That way, we ensure you’re well equipped to truly Unleash your Nature.

An environment that brings out your best:

• We pride ourselves on being informal, friendly, and driven. You’ll work alongside passionate people who challenge, support, and inspire each other to raise the bar every day.

The freedom to make a real impact:

• Here, trust and autonomy aren’t just words - they’re how we operate. You’re empowered to take ownership, create long-term impact, and contribute to something bigger: nourishing the world.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online

Share this job: