Key Account Manager – HORECA

About the role

The Key Account Manager – HORECA will drive strategic growth across high‑value hotel, restaurant, café and catering accounts throughout the UAE. You will build long‑term partnerships, negotiate commercial agreements and contribute to overall business expansion and profitability.

Key responsibilities

• Manage and grow a portfolio of key HORECA accounts across the UAE.
• Develop relationships with owners, procurement heads, executive chefs and F&B managers.
• Lead annual negotiations, contract renewals, pricing and volume agreements.
• Identify and onboard new hotel, restaurant chain, catering group and QSR accounts.
• Analyse market trends, competitor activity and pricing to uncover growth opportunities.
• Support new product launches and market‑penetration initiatives.
• Coordinate order execution, deliveries and service levels with operations and supply‑chain teams.
• Monitor account performance, margins and profitability, handling escalations professionally.
• Prepare sales forecasts, performance reports and strategic reviews for management.
• Mentor junior sales team members where applicable.

Required profile

• Bachelor’s degree in Business, Sales or a related field.
• 5–8 years of proven HORECA/FMCG sales experience in the UAE.
• Strong network within hotels, restaurants, catering companies and F&B groups.
• Demonstrated success in handling key accounts and achieving revenue targets.
• Excellent negotiation, presentation and relationship‑management skills.
• Valid UAE driving licence.
• Strategic thinker with a hands‑on execution approach and ability to work independently across large territories.

Required skills