National Key Account Manager - HORECA & Institutional Sales

To lead the Institutional, HoReCa, and Key Accounts business on a national scale. The role calls for strong strategic acumen, hands-on sales leadership, and the ability to manage and inspire large, geographically diverse teams. The ideal candidate will have a stable career track record and a strong educational foundation.

Key Responsibilities:

Strategic Leadership:

- Define and execute national sales strategies for Institutional, HoReCa, and Key Accounts to meet annual revenue and growth objectives.

- Develop robust go-to-market strategies covering product penetration, pricing, and customer acquisition.

- Build and scale strategic partnerships with national chains, institutions, QSRs, HoReCa networks, and large distributors.

Business Development & Key Account Management:

- Identify, onboard, and scale new institutional clients across categories.

- Strengthen existing key account relationships through contract renewals, joint business plans, and long-term strategic initiatives.

- Lead negotiations on commercials, pricing structures, and long-term agreements.

Team Leadership & People Development:

- Lead, mentor, and develop large sales teams across regions.

- Drive performance management, capability building, and leadership development.

- Foster a high-performance, collaborative, and ownership-driven culture.

Operations & Execution Excellence:

- Track and review sales performance, forecasting, MIS, and productivity metrics at a national level.

- Work closely with cross-functional teams (Marketing, Supply Chain, Finance, Manufacturing) to ensure seamless execution.

- Lead national product launches, activations, and HoReCa-specific initiatives.

Customer Experience & Service Delivery:

- Ensure superior service standards, timely order fulfilment, and effective issue resolution for institutional partners.

- Implement and standardize SOPs across regions to improve efficiency and customer satisfaction.

Market Intelligence:

- Monitor competitive activity, market trends, and evolving HoReCa dynamics.

- Provide inputs for product customization, innovation, and category expansion opportunities.

Candidate Profile:

Education:

- MBA / PGDM from a reputed institute preferred.

- Strong academic credentials.

Experience & Skills:

- 7-14 years of experience in Institutional Sales / HoReCa / Key Accounts, preferably within FMCG or beverages.

- Demonstrated success in leading teams and delivering consistent revenue growth.

- Strong commercial negotiation, analytical thinking, and relationship-management skills.

- High ownership mindset with strong strategic and execution capabilities.

- Willingness to travel extensively on a pan-India basis.