Key Account Manager HoReCa Germany + Austria (m/f/d) Location: Köln, DE, 50670 At Barry Callebaut, we are on a journey to transform the cocoa and chocolate industry. As the world’s leading manufacturer of high-quality chocolate and cocoa products, our actions truly shape the future of our industry. We are a business-to-business company, serving the entire food sector, from the cocoa bean to the finest chocolate product. We are a company with a purpose, we believe in doing well by doing good and reinvesting in the communities we operate. We have a long-standing commitment to sustainability and our goal is to shape a sustainable cocoa and chocolate future. We are headquartered in Zurich, and have more than 12,000 passionate Employees working in more than 40 countries worldwide. We are very proud of who we are and what we do. And of course, we are always looking for talented people to help us have a positive impact on our industry and beyond! 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 At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we’ve experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC - Diverse People, Sustainable Growth. If you want to learn more about Barry Callebaut, please find further information here. Were you missing anything in this job ad? Please share your feedback with us by clickinghere (https://app.talenthub.io/feedback/ad81b0fb66d2416990060452e7511e45?default\_lang=en) .