Key Accounts Manager

Own and manage key customer relationships within QSR & PP.

• Identify opportunities for new business development and work closely with cross-functional teams to introduce innovative solutions.

• Work in collaboration with the Sales Director to align sales strategy with overall business objectives.

Customer Relationship Management:

• Act as the primary point of contact for top-tier QSR & PP accounts, ensuring long-term partnerships and customer satisfaction.

• Engage with senior-level stakeholders at customer organizations to strengthen relationships and drive business growth.

• Leverage market insights to offer value-added solutions that align with customer needs and industry trends.

Market Intelligence & Strategy Execution:

• Monitor industry trends, competitor activities, and market demands to shape sales strategies.

• Provide input into pricing strategies, product positioning, and promotional activities.

• Work closely with Marketing, R&D, Culinary, and Supply Chain teams to ensure seamless execution of customer projects.

Operational & Financial Excellence:

• Develop and maintain accurate sales forecasts, ensuring targets are met or exceeded.

• Ensure operational efficiency in order fulfillment, supply chain coordination, and customer service.

• Manage sales budgets, contract negotiations, and financial planning for key accounts.

Collaboration & Reporting:

• Align with the Sales Director to ensure a unified approach to sales and customer management.

• Prepare and present quarterly business reviews (QBRs), sales performance reports, and customer insights.

• Work closely with internal teams to enhance customer experience, streamline operations, and improve service levels.

2. Scope:

• Leads in achievement of Sales Revenue, Contribution Margin, Operating Income

• Development of annual PAGs and achievement of reviews in the timeline required by the organization.

3. Problem Solving/Decision Making:

• Development of customer account plans to achieve required financials goals. Development and execution of plans to meet customer business needs due to internal challenges or changing market conditions.

• Management of customer needs and communications internally and externally impacting the customers.

4. Working Relationships:

Internal

• Reports to Channel Sales Director- PP & QSR

• Geographic coverage - India

• Work Location - Bangalore/Delhi/Mumbai

• Strong relationship required with other BD functions (R&D, Culinary, Marketing)

• Frequent contact with commercial and supply team members.

External

• Top to top relationships with customers, suppliers

• Represents company at industry events as appropriate.

5. Qualification and Experience:

• Master of Business Administration, Marketing, or related disciplines

• 8 yrs. Min. of experience in sales management

• Exceptional track record of developing and implementing sales strategies that consistently meet or exceed planned objectives.

• Experience in sales of customized product offerings and approach to creating these products using a multifunctional team approach.

• 80% Ability to travel.

• Proficiency in Microsoft Office Applications - Word, Excel, PowerPoint, Outlook.

• Strong and proven organization and communications skills. Ability to think creatively to solve complex problems.

• Proven record of developing/improving sales infrastructure and processes.

• Strong financial analytic skills with proven ability to develop plans to meet targeted goals.

• Influencing and negotiating - through building and nurturing relationships

• Accountable for ensuring successors for key positions. Identifies skills gaps and creates targeted developmental plans

• Demonstrated experience that emphasizes collaborative decision making and a high degree of coordination between functions.

6. Competencies

Competency List

• Creating New & Different: Strategic Mindset
• Understanding the Business: Customer Focus
• Understanding the Business: Financial Acumen
• Focusing on Performance: Drives Results; Ensures Accountability
• Influencing People: Drives Engagement
• Being Flexible and Adaptable: Situational Adaptability
• Managing Execution: Plans and Aligns
• Optimizing Diverse Talent: Builds Effective Teams
• Being Authentic: Courage