Key Account Manager

We are seeking a highly motivated and results-oriented B2B Key Account Manager (KAM) to manage and grow our national hotel chain accounts for our Fast-Moving Consumer Goods (FMCG) portfolio.

The ideal candidate will be responsible for building and nurturing long-term, strategic relationships with key stakeholders across procurement, F&B, and operations at a national level to drive sales, distribution, and profitability.

The recruit will be based out of Bangalore.

PFB detailed JD for this position:

Account Strategy & Sales Growth

• Develop and execute comprehensive National Account Plans for assigned hotel chains, aligning company objectives with client needs to maximize sales, distribution, and profitability.
• Achieve aggressive sales volume and revenue targets for the assigned portfolio across multiple product categories (e.g., amenities, mini-bar items, cleaning supplies, food service products).
• Lead complex commercial negotiations for annual contracts, listings, pricing, and promotional activities across the national network of hotels.
• Identify and secure new business opportunities within existing accounts (e.g., new product introductions, enhanced category space, cross-selling).
• Regularly analyze sales data, market trends, and competitor activities to provide insights and adjust strategy to maintain competitive advantage.

Relationship Management & Partnership

• Serve as the primary point of contact and trusted advisor for all key personnel within the national hotel chain accounts, including Head Office procurement, Category Managers, and Brand Leaders.
• Cultivate and maintain strong, long-lasting strategic relationships to ensure high levels of customer satisfaction and loyalty.
• Conduct regular business reviews to track performance, present new product/category opportunities, and ensure mutual goals are being met.
• Effectively resolve high-level customer issues and complex complaints in a timely and professional manner.

Internal Collaboration & Execution

• Collaborate cross-functionally with internal teams including Marketing, Trade Marketing, Supply Chain, Finance, and Product Development to ensure seamless execution of account plans and product launches.
• Provide accurate and timely sales forecasts and performance reports for internal stakeholders.
• Manage the assigned trade marketing budget and promotional spend, ensuring optimal ROI (Return on Investment) for all investments.
• Work with field sales/operations teams to ensure consistent execution of agreed-upon programs, promotions, and product placement at the individual hotel property level.

🛠️ Required Skills & Qualifications

• Bachelor's degree in Business Administration, Marketing, Sales, or a related field.
• 5+ years of proven Key Account Management or National Account Management experience , specifically managing large B2B clients.
• Mandatory experience within the FMCG (Fast-Moving Consumer Goods) sector , with a strong preference for experience selling to the HoReCa (Hotels, Restaurants, Cafes) channel.
• Demonstrated ability to develop and execute strategic business plans to achieve sales targets.
• Exceptional negotiation, presentation, and communication skills (written and verbal).
• Strong analytical skills with proficiency in using CRM software (e.g., Salesforce) and Microsoft Office Suite (especially Excel and PowerPoint).
• Ability to travel nationally as required for key client meetings and site visits.
• A self-starter with a proactive, results-driven, and entrepreneurial mindset