Key Account Manager – HORECA
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Key skills for this role
About the Role
Sarya Holdings seeks a Key Account Manager for HORECA in the UAE to drive strategic growth across hotel, restaurant, café, and catering accounts. The role requires strong commercial mindset, deep market relationships, and 5-8 years of HORECA/FMCG sales experience in the UAE.
Key Skills for This Role
Responsibilities
- Manage and grow a portfolio of high value HORECA accounts across the UAE
- Develop long term partnerships with key decision makers including owners, procurement heads, executive chefs, and F&B managers
- Lead annual negotiations, contract renewals, pricing structures, and volume agreements
- Identify and onboard new key accounts in hotels, restaurant chains, catering groups, and QSRs
- Analyze market trends, competitor activity, and pricing strategies to identify growth opportunities
- Ensure smooth execution of orders, deliveries, and service levels in coordination with operations and supply chain teams
- Monitor account performance, margins, and profitability
- Prepare sales forecasts, performance reports, and strategic reviews for management
Requirements
- Bachelor’s degree in Business, Sales, or related field
- 5–8 years of proven experience in HORECA / FMCG sales within 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 license
Full Job Posting
Role Overview
- Key Account Manager – HORECA will be responsible for driving strategic growth across key hotel, restaurant, café, and catering accounts in the UAE.
Key Responsibilities
- Manage and grow a portfolio of high value HORECA accounts across the UAE.
- Develop long term partnerships with key decision makers including owners, procurement heads, executive chefs, and F&B managers.
- Lead annual negotiations, contract renewals, pricing structures, and volume agreements.
- Drive sustainable revenue growth through strategic account planning.
- Identify and onboard new key accounts in hotels, restaurant chains, catering groups, and QSRs.
- Analyze market trends, competitor activity, and pricing strategies to identify growth opportunities.
- Support new product launches and market penetration initiatives.
- Ensure smooth execution of orders, deliveries, and service levels in coordination with operations and supply chain teams.
- Monitor account performance, margins, and profitability.
- Resolve escalations professionally while maintaining strong client relationships.
- Prepare sales forecasts, performance reports, and strategic reviews for management.
- Provide market insights and recommendations to support business planning.
Essential Requirements
- Bachelor’s degree in Business, Sales, or related field.
- 5–8 years of proven experience in HORECA / FMCG sales within 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 license.
Key Competencies
- Strategic account management
- Commercial negotiation
- Client relationship management
- Market analysis & forecasting
- Leadership & stakeholder management
- Strong communication and presentation skills
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