Role Purpose:

The HORECA Key Accounts Executive role is responsible for driving sales growth, managing customer relationships, and ensuring excellent execution within the Hotels, Restaurants, Cafés, Caterers, and Institutional segment. The role focuses on growing revenue and volume within assigned accounts while ensuring high service levels, timely collections, and positioning Unga as the preferred supplier within the HORECA channel.

Key Duties and Responsibilities:

Sales & Business Development

• Drive sales volume and revenue growth within assigned HORECA accounts
• Identify and onboard new HORECA customers within assigned territory
• Ensure achievement of monthly and annual sales targets
• Drive product penetration and SKU listings within customer outlets

Customer Management

• Build and maintain strong relationships with chefs, procurement teams, outlet managers, and business owners
• Conduct regular customer visits and business reviews
• Ensure timely resolution of customer issues and complaints
• Ensure proper order planning and servicing for all assigned accounts

Financial Management

• Ensure effective management of customer receivables within approved credit terms
• Follow up on overdue balances and support account reconciliations
• Minimize returns, expiries, and claims within assigned accounts

Business Processes

• Monitor competitor activities, pricing, and market trends and share feedback with the line manager
• Work closely with Supply Chain, Finance, QA, and Customer Service teams to ensure smooth operations
• Ensure adherence to all company commercial policies and procedures
• Support execution of promotions, activations, and customer engagement initiatives
• Monitor stock availability and ensure high service levels within assigned accounts

Job Requirements

Educational Background & Experience

• Degree or Diploma in a business-related field
• 2+ years of FMCG sales experience preferably within HORECA or Key Accounts
• Good understanding of HORECA customer operations
• Experience managing food service or institutional accounts is an added advantage
• Valid Driver’s License

Key Attributes / Competencies

• Good understanding of trade mathematics
• Negotiation and persuasion skills
• Customer relationship management capability
• Strong communication and interpersonal skills
• Problem solving ability
• Good planning and organizational skills
• Results-oriented and self-driven
• Effective reporting and analytical skills
• Collaboration and consultation skills