The Key Account Manager HoReCa is responsible for driving commercial growth and strengthening strategic partnerships with key distributors and artisan customers in Germany and Austria. Reporting to the Customer Business Development Manager, this role focuses on executing sales strategies, managing key accounts, and identifying growth opportunities within the HoReCa segment.

 

This is a remote role, based in Germany, with approx. 60% business travels. 

 

Key Responsibilities

Develop and maintain strong relationships with key accounts Ensure customer needs and business objectives are met Implement online and offline sales strategies tailored to market conditions Adapt approaches to meet specific customer requirements Collect and analyze customer feedback and competitor activity Use insights to inform strategic decisions and enhance customer satisfaction Identify and pursue opportunities for volume and profitability growth Leverage digitalization and e-commerce to expand business Lead commercial negotiations and manage contractual agreements Ensure compliance with trade legislation and internal policies Collaborate with internal teams to develop accurate customer-product forecasts Work closely with Marketing, R&D, Supply Chain, and Pricing teams Ensure seamless execution of commercial strategies Represent the company at industry events and trade shows Strengthen brand presence and stakeholder relationships Monitor key account performance and provide actionable insights Support continuous improvement initiatives Assist the Customer Business Development Manager in team leadership Foster a collaborative and performance-driven culture

 

Candidate Profile

Bachelor’s degree in Economics, Business Administration, Food Science, or Sales & Marketing Minimum 5 years in a commercial role within the B2B or B2C food industry Strong understanding of the HoReCa sector Experience in the chocolate industry is an advantage Excellent commercial, analytical, and communication skills Proficiency in Salesforce.com and Microsoft Office Fluent in German & proficient in English

 

Travel Requirements

Frequent travel across Germany and Austria