Key Accounts Manager

Job Title: Key Account Manager

GI Group Payroll ( Off Role)

About the Job

We are seeking a dynamic and results-oriented Key Account Manager with strong FMCG/Homeware/Glassware/Hospitality experience and deep understanding of the HORECA (Hotels, Restaurants, and Cafs) channel. The ideal candidate will drive business growth by managing key accounts in the glassware segment, leveraging their industry expertise and channel knowledge to maximize revenue and build lasting partnerships.

Roles & Responsibility

Account Management & Growth

• Manage and develop key accounts across the HORECA channel including premium hotels, restaurant chains, cafs, bars, and catering companies
• Build and execute strategic account plans to achieve revenue targets and expand market penetration
• Develop strong relationships with procurement managers, F&B directors, and decision-makers in the hospitality sector
• Identify upselling and cross-selling opportunities across our glassware product range (drinkware, tableware, barware, etc.)
• Conduct regular business reviews and ensure high levels of customer satisfaction.

Sales & Business Development

• Achieve and exceed monthly/quarterly/annual sales targets for assigned key accounts
• Generate new business opportunities within the HORECA segment.
• Negotiate pricing, contracts, and payment terms while maintaining profitability.
• Manage the complete sales cycle from lead generation to closure and post-sales support.
• Maintain accurate sales forecasts and pipeline management.
• Supervise, guide, and motivate

  Territory Sales Executives (TSEs)

  to achieve individual and territory sales goals.
• Review daily/weekly sell-out performance of TSEs and provide actionable feedback.
• Track TSEs market coverage, outlet visits, and sales productivity metrics.

Territory & Field Management

• Conduct regular market visits and client meetings across assigned territory.
• Perform on-site product demonstrations and training sessions for client staff.
• Monitor competitor activities, pricing, and market trends in the field.
• Ensure timely order processing, delivery coordination, and issue resolution.
• Maintain detailed records of customer interactions and sales activities in CRM App.

Cross-Functional Collaboration

• Work closely with supply chain and operations teams to ensure seamless execution
• Provide market insights and customer feedback to inform product development.
• Coordinate with logistics team for timely deliveries and inventory management.
• Support marketing initiatives and promotional campaigns for key accounts.

What you’ll need:

• Graduate / Post-Graduate in Business, Marketing, or a related field.

• 5-7 years of proven experience in FMCG sales and key account management.

• Experience in glassware, tableware, homeware, or hospitality supplies industry preferred.
• Experience in handling and leading a sales team is preferred.
• Demonstrated track record of consistently achieving or exceeding sales targets

Technical Skills & Requirements

• Strong proficiency in Microsoft Excel (pivot tables, VLOOKUP, data analysis, reporting)

• Working knowledge of MS PowerPoint and Word
• Ability to create sales reports, forecasts, and business presentations
• Basic understanding of inventory management and order processing systems.

What We Offer:

• Competitive salary + performance-based incentives
• Travel/fuel Allowance.
• Opportunity to lead regional business within a fast-growing premium glassware brand
• Professional growth through exposure to top-tier HORECA clients and strategic sales operations

Personal Requirements (Mandatory)

• Must possess own laptop (required for field operations and reporting)

• Must possess own two-wheeler/bike (required for market visits and client meetings)

• Valid driving license
• Willingness to travel extensively within assigned territory (80-90% travel)