Head - Key Accounts - Foods Services - Quick Service Restaurant/Hotels

Role Purpose:

To lead the national key account strategy and execution for the critical Quick Service Restaurant (QSR) and Hotel channels within the Food Services division. This role is responsible for driving profitable revenue growth, building enduring strategic partnerships with major national chains, establishing the company as a preferred supplier, and leading a high-performing Key Account Management team.

Key Responsibilities:

Strategic Leadership & Planning:

- Develop and execute the overarching national key account strategy specifically tailored for the QSR and Hotel segments.

- Define channel priorities, growth targets, and resource allocation to maximize opportunities within QSR and Hotel chains.

- Create and manage a robust opportunity pipeline (Customer x Brand initiatives) across short (3-month), mid (6-month), and long-term (12-month) horizons for designated channels.

Team Leadership & Development:

- Lead, coach, mentor, and develop the National Key Account Management team focused on QSR & Hotels, fostering a culture of high performance, collaboration, and customer centricity.

- Establish clear performance objectives (AOP targets - topline revenue, profitability) and manage team performance on a monthly, quarterly, and annual basis.

- Implement rigorous processes for account planning, performance reviews, and joint business planning (JBP) with key accounts.

Key Account Management & Business Development:

- Drive the acquisition ("account cracking"), development, and nurturing of strategic partnerships with key national QSR chains and Hotel groups.

- Oversee the negotiation and management of commercial agreements, ensuring profitable terms and sustainable relationships.

- Act as the senior relationship owner for critical QSR and Hotel accounts, building multi-level connections with key decision-makers (e.g., Procurement Heads, Category Managers, Head Chefs, F&B Directors, Operations Leaders).

Cross-Functional Collaboration:

- Collaborate closely with Brand Marketing and Trade Marketing to develop tailored channel strategies, innovative product solutions, and effective demand-generation activities for key accounts.

- Partner with the R&D team to align product development with the specific needs and culinary applications of QSR and Hotel partners.

- Work with Supply Chain and Commercial teams to ensure seamless service delivery, optimal cost-to-serve, accurate forecasting, and effective contract management.

Market Insight & Analysis:

- Monitor market trends, competitor activities, and evolving customer needs within the QSR and Hotel segments.

- Utilize data insights to inform strategy, identify growth opportunities, and address potential challenges.

Key Stakeholders:

- Internal: Head Food Service, NKAMs, BDMs, Brand Marketing, Trade Marketing, R&D Team, Supply Chain Team, Commercial Team.

- External: Key decision-makers and functional teams within National QSR Chains and Hotel Groups (e.g., Procurement, Culinary/Chefs, Operations, Marketing, Senior Management).

Pre-requisite Requirements:

- Qualification: MBA from a Premier B-School is required. A Bachelors Degree or Diploma in Hotel Management prior to the MBA is highly preferred.

Experience:

- A minimum of 10-12 years of overall relevant experience in the Food, Food Services, or FMCG industry.

- At least 5-7 years of direct Key Account Management experience within the Food Services sector is essential.

- Mandatory: Proven track record of successfully managing and growing major National QSR chains and/or Hotel groups.

- Demonstrated experience in leading and developing Key Account Management teams.

Preferred Age Group: 35-40 years

Technical / Functional Competencies:

- Channel Expertise: In-depth understanding of the Food Services ecosystem, particularly the operational models, decision-making processes, value drivers, and culinary needs specific to QSR chains and Hotels.

- Strategic Account Management: Proven capability in developing and executing strategic account plans, joint business planning (JBP), and managing complex national accounts.

- Expertise in account acquisition, development, and relationship nurturing.

- Commercial Acumen: Strong understanding of P&L management, pricing strategies, trade spend optimization, and contract negotiation within the Food Services context.

- Stakeholder Management: Ability to effectively engage and influence multiple stakeholders within complex customer organizations (e.g., Chefs, Buyers, Operations, Promoters, Senior Management).

- Product & Application Knowledge: Solid understanding of food products and their technical applications relevant to QSR and Hotel menus, enabling credible interactions with culinary professionals.

Behavioural Competencies:

- Leadership: Strong ability to lead, inspire, and develop a team towards achieving ambitious goals.

- Communication & Presentation: Excellent verbal and written communication skills; ability to present compellingly to internal and external senior audiences.

- Negotiation Skills: Proven ability to negotiate effectively to achieve mutually beneficial outcomes.

- Results Orientation & Proactiveness: High degree of ownership, initiative, and a drive to achieve and exceed targets.

- Analytical & Problem-Solving: Strong analytical skills to interpret data, identify insights, and develop effective solutions to complex problems.

- Collaboration: Ability to work effectively across functions and build strong internal partnerships.