National Key Accounts Leader

POSITION: National Key Account Manager
REPORTS TO: Head – Bakeries & Food Services

• KEY PURPOSE
  

This position is responsible for leading and expanding Food Services business across national and strategic accounts (QSR, Airlines, Cafes, HORECA). The role will drive business growth through strategic partnerships, deeper penetration with existing customers, and unlocking new accounts leveraging General Mills’ portfolio. In addition, the position will also directly manage national key accounts within the Bakeries business, complementing the wider Bakeries sales team.

• KEY RESPONSIBILITIES
  

Strategic Growth in Food Services
oDevelop and implement the national Food Services strategy in line with business objectivesoIdentify growth opportunities across channels (QSR, Cafes, Airlines, HORECA) and build joint business plans with top customersoCo-create menu and category opportunities by leveraging General Mills’ product portfolioAccount Management & DevelopmentoLead relationships with Food Services accounts, positioning General Mills as a preferred innovation and growth partner.oExpand penetration within customer menus by introducing new product lines, innovations, and formats.oNegotiate annual trade terms, contracts, and activations with Food Services accounts.oManage the national Bakery key accounts, ensuring growth in line with overall Bakeries strategy.Innovation & Marketing IntegrationoPartner with Marketing, R&D, and QA to create customer-specific innovations and customized solutions.oDrive visibility, promotions, and activations in Food Services channels to strengthen consumer connect.oTranslate customer insights into actionable business opportunities.Performance DeliveryoAchieve planned sales, distribution, and profitability targets for Food Services.oEnsure effective utilization of trade spends and marketing budgets.oMonitor performance by account and channel; proactively recommend corrective actions.Cross-functional Collaboration & LeadershipoCollaborate with Operations & Supply Chain for demand planning, service levels, and stock availability.oWork with Finance/FP&A for account profitability and spend effectiveness.oProvide guidance and act as a senior resource to Key Account Managers in the Food Services team.

• KEY INTERFACES
  

Internal
Marketing – Promotions, launches, category growth.R&D / QA – Innovation pipeline, customer-specific solutions.Operations & Supply Chain – S&OP, logistics, service levels.Finance – Profitability, trade spend ROI.ExternalStakeholders of Food Services accounts (QSRs, Airlines, Cafes, HORECA).National Bakery key accountsAgencies and partners for activations and promotions.

• INCUMBENT PROFILE
  

Education: MBA in Marketing/Sales preferredExperience: 8–12 years of Sales & Key Account Management experience in FMCG/Food industry, with minimum 3–4 years in Food Services at regional or national level.Expertise: Proven track record in managing national accounts, leading negotiations, and driving business growth in Food Services. Exposure to Bakery accounts is an added advantage.

Skills

oStrategic thinking with strong execution skills.oExcellent negotiation and relationship management.oP&L ownership and commercial acumen.oAbility to collaborate cross-functionally and influence stakeholders.