Key Accounts Manager – HORECA Channel (Dressed Chicken)

Job Description

The Key Accounts Manager – HORECA Channel (Dressed Chicken) is responsible for driving revenue growth, margin optimization, and market penetration within the hospitality segment (hotels, restaurants, catering). The role owns the development and execution of key account strategies to deliver sales volume, profitability, and customer retention targets.

The incumbent will lead commercial engagements with key and strategic customers, negotiate supply agreements, and ensure consistent product offtake while safeguarding pricing and margins. This role requires strong market execution, relationship management, and demand planning capabilities to align customer needs with production and supply chain capacity.

The position holder is accountable for achieving agreed budgets and KPIs while adhering to company policies, operational guidelines, and credit control standards.

Responsibilities

• Manage the biggest customer relationships, ensure sales, and margin budget is achieved.
• Understand both the customer and the BPIL strategy and ensure full implementation.
• Drive the channel sales to achieve the set targets.
• Work with the promotions team to create demand in specific channels.
• Coordinate monthly price research and report relevant findings to the National Sales Manager for decision making purposes.
• Ensure Customers are regularly stocked, timely banking is done, sales reports are submitted on a Weekly basis.
• Continuously visiting customers to maximize sales volume in assigned areas, recruiting and servicing existing customers by route and ensuring maximum product/ brand visibility/ trade marketing Vs competition is done.
• Managing all promotions to ensure maximum customer satisfaction and monitor competitor activities within the assigned area.
• Be well informed of customers’ objectives, buying patterns, ordering trends, standard of management, potential for growth to leverage revenue from the relationship and promote the company as a quality supplier with the aim of achieving “preferred’ supplier status.
• Feed back information to management about key customers– market trends, competitor activity & pricing, performance of our own products, sales opportunities for other poultry related products or other livestock related products and putting all information in a report format for management decisions.
• Collaborate and consistently communicate with the team and customers to achieve company objectives.

Success Measures

• Sales volume (kg/MT of dressed chicken sold)
• Revenue and gross margin performance
• Customer acquisition and retention rates
• Average selling price vs. target margin
• Order fulfillment rate and service level (OTIF – On Time In Full)
• Debtor days / collection efficiency
• Share of business within key accounts
• Successful development and maintenance of key business relationship.
• Timely submission of /weekly/monthly reports
• Develop database of new potential customers and maintenance of existing ones.
• Effective use of technology to continually improve outcomes

Financial Responsibility

• Achieve sales and profit targets in the channel

Education & Training

• Degree in Business Administration, Marketing, or any related course
• Prior training in Professional Selling Skills and in Customer Service is an added advantage.
• Direct knowledge and experience of the HORECA market is an advantage
• Training in negotiation skills
• Strong Microsoft Excel skills

Skills & Experience

• 6-7 years’ working experience in a similar role in a world-class, commercial environment.
• Highly analytical with strategic thinking
• Industry knowledge
• Hardworking and persuasive.
• Quick decision-making and highly intelligent.
• Good interpersonal skills.
• Flair for sales with high affinity to deliver numbers
• Excellent communication skills.
• Sales flair
• Enjoy travelling and outdoor work.
• Willing to be based anywhere in the country

Attitude/Motivation

• Value adding (willingness to go an extra mile for BPIL, staff & customers).
• Enthusiasm, passion, and encouragement to all.
• Strong commitment to the mission, vision, and values of BPIL.
• Result-driven.