Key Accounts Executive (HoReCa Sales) – West Region
Position: Key Accounts Executive – HoReCa Sales
Location: Mumbai (India HQ)
Region: West India
Reporting To: National Key Accounts Manager – HoReCa
Role Purpose
The Key Accounts Executive will be responsible for managing and growing strategic HoReCa (Hotels, Restaurants, Cafés/Catering) accounts across the West region. The role focuses on driving sales, expanding product penetration, strengthening customer relationships, and ensuring profitable business growth with key hospitality customers.
Key Responsibilities
Manage and develop key HoReCa accounts including hotel chains, restaurants, cafés, cloud kitchens, and catering companies.
Achieve sales, volume, revenue, and profitability targets for the assigned territory.
Drive product listings, menu placements, and promotional initiatives within key customer accounts.
Identify new business opportunities and onboard potential HoReCa customers.
Conduct regular customer visits, business reviews, and product presentations.
Collaborate with marketing, supply chain, and customer service teams to ensure seamless execution and customer satisfaction.
Monitor market trends, competitor activities, pricing, and customer requirements within the HoReCa channel.
Ensure timely delivery, customer issue resolution, and account reconciliation.
Prepare sales forecasts, account plans, and monthly business reports.
Qualifications & Experience
Graduate/Postgraduate in Business, Sales, Marketing, Hospitality Management, or related field.
Experience: 2–5 years of experience in HoReCa sales, Key Account Management, or Food Service Channel sales.
Strong network within hotels, restaurants, cafés, and institutional food service customers is preferred.
Excellent communication, negotiation, and relationship management skills.
Proficiency in MS Office and CRM tools.
Willingness to travel extensively across the West region.
Key Competencies
Key Account Management
HoReCa Channel Expertise
Business Development
Negotiation & Influencing Skills
Customer Relationship Management
Commercial Acumen
Results Orientation
Base Location: Mumbai (India HQ)
Travel Requirement: Frequent travel across Maharashtra, Gujarat, Goa, and other West Region markets as required.
"All official offers from Unilever are issued only via our Applicant Tracking System (ATS). Offers from individuals or unofficial sources may be fraudulent—please verify before proceeding."
Unilever is the world's most successful purpose-led business operating in the consumer goods and FMCG sector. The company works with well-loved brands globally that strive to improve the lives of consumers and communities. In India, nine out of ten households use Unilever products for personal care, home care, and nutrition needs. Unilever is committed to innovation and believes in business as a force for good, operating with a focus on sustainability, safety, and improving people's quality of life.
