Regional Key Accounts Sales Manager (Multiple Locations)

Role Overview

We are seeking a high-performing Regional Key Accounts Sales Manager (in multiple locations) to drive sales growth across multi-outlet HoReCa chains within the assigned region. The role is responsible for managing and expanding strategic regional accounts, strengthening customer partnerships, and driving profitable revenue growth.

This is an individual contributor role requiring strong hunting capability, commercial acumen, and the ability to engage decision-makers across purchase, culinary, and operations teams of high-volume foodservice customers.

Key Responsibilities

1. Key Account Acquisition & Growth

• Identify, acquire, and manage regional HoReCa chains with multiple outlets
• Drive topline and margin growth across assigned accounts
• Develop structured account plans with clear revenue and penetration targets
• Expand product portfolio penetration within existing chains

2. Relationship Management

• Build strong relationships with procurement heads, chefs, operations heads, and promoters
• Position the organization as a preferred ingredient solutions partner
• Conduct regular business reviews with key accounts

3. Commercial & Negotiation Management

• Lead commercial negotiations aligned with company margin expectations
• Drive pricing discipline and contract compliance
• Ensure timely collections and healthy receivables management

4. Cross-Functional Coordination

• Work closely with Supply Chain, NPD, and Quality teams to ensure seamless execution
• Support product trials, new launches, and menu innovation initiatives

5. Market Intelligence

• Track competitor activity, pricing benchmarks, and new chain expansions
• Identify emerging foodservice trends and growth opportunities

Key Performance Indicators (KPIs)

• Revenue growth from regional key accounts
• New chain acquisition
• Portfolio expansion within existing customers
• Gross margin achievement
• Collection efficiency
• Volume growth across SKUs

Experience:

510 years of B2B sales experience in:

• Food & Beverage Ingredients
• Foodservice / HoReCa
• QSR Sales
• Institutional sales in FMCG / Ingredients

Proven track record of managing multi-outlet regional chains

Experience engaging high-volume customers with structured buying processes

Skills & Competencies:

• Strong negotiation and commercial acumen
• High ownership and self-driven mindset
• Ability to operate independently with minimal supervision
• Strong relationship-building capability
• Analytical approach to account planning
• Comfort working in ambiguity and fast-paced growth environments