Key Account Manager - HORECA

Position Overview

We are seeking a dynamic and results-driven Key Account Manager - HORECA to join our team in Riyadh, United Arab Emirates. In this pivotal role, you will be responsible for cultivating and expanding strategic relationships with high-value HoReCa (Hotel, Restaurant, Café) customers across Saudi Arabia. Your expertise will drive business growth by identifying new opportunities, strengthening existing partnerships, and negotiating mutually beneficial commercial agreements. This position offers a unique opportunity to contribute to the success of a leading Food & Beverage company with a global footprint, while working in a collaborative and innovative environment.

Key Responsibilities

As a Key Account Manager - HORECA, your core responsibilities will include:

• Strategic Customer Development: Identify, acquire, and grow strategic HoReCa customers, including international and local QSR chains, restaurant groups, hotels, cafés, bakeries, and foodservice operators across Saudi Arabia.
• Relationship Management: Build and nurture long-term partnerships with key accounts to drive sustainable growth, ensuring alignment with both customer needs and company objectives.
• Business Planning & Execution: Develop and implement annual business plans tailored to key accounts, focusing on sales growth, profitability, and customer retention while meeting or exceeding targets.
• Commercial Negotiation: Lead negotiations on pricing, promotions, trading terms, and commercial agreements to maximize revenue and market penetration within existing accounts.
• Market Expansion: Increase product penetration and unlock new business opportunities within current accounts by identifying unmet needs and proposing innovative solutions.
• Performance Tracking: Monitor and report on sales performance, gross profit margins, customer retention, and collections to ensure alignment with business goals.
• Cross-Functional Collaboration: Work closely with internal teams, including sales, marketing, logistics, and customer service, to ensure seamless execution and delivery of exceptional customer experiences.
• Market Insights & Competitive Intelligence: Provide actionable insights on market trends, customer feedback, and competitive dynamics to inform strategic decision-making and business growth initiatives.

Qualifications & Experience

To excel in this role, you will bring the following qualifications and experience:

• Education: A Bachelor’s degree in Business Administration, Marketing, or a related field.
• Professional Experience: A minimum of 6–8 years of progressive sales experience within the FMCG (Fast-Moving Consumer Goods) industry, with at least 3–5 years in a Key Account Management or similar commercial role.
• Industry Expertise: Proven experience managing strategic HoReCa accounts across Saudi Arabia, with a strong track record of developing new business and growing key customer relationships.
• Commercial Acumen: Demonstrated ability to negotiate commercial agreements, pricing strategies, promotional plans, and annual business plans with key accounts, coupled with a deep understanding of sales, profitability, forecasting, and customer relationship management.
• Soft Skills: Exceptional negotiation, stakeholder management, and communication skills, with the ability to influence and collaborate effectively across diverse teams and customer segments.

Why Join Agthia Group?

As a Key Account Manager - HORECA, you will be part of Agthia Group, one of the region’s most dynamic and innovative Food & Beverage companies. With a diverse portfolio of over 35 market-leading brands spanning Water & Food, Snacking, Protein & Frozen, and Agri-Business, we touch the lives of millions of consumers across 65+ global markets. Our commitment to sustainability and innovation has positioned us as industry pioneers, setting new benchmarks in product development and community impact.

Join a team of over 12,000 professionals from 67+ nationalities who are shaping the future of the F&B industry. At Agthia, we foster an agile and collaborative work environment that encourages creativity, continuous learning, and professional growth. Our competitive benefits package, coupled with genuine opportunities for advancement, ensures that you can thrive both personally and professionally while making a meaningful difference.

If you are a driven and strategic thinker with a passion for building lasting customer relationships and driving business growth, we invite you to apply and grow with us For the Better.