Job Summary

The General Manager – Key Account Management will lead the overall strategic direction and commercial performance of the Food Service and Key Account business. This role holds full P&L responsibility, drives sustainable growth, builds long-term partnerships with national and regional key customers, and leads a high-performing sales team to deliver revenue, profitability, and market leadership.

Key Responsibilities:

Strategic Leadership & Business Growth

Define and execute the Food Service & Key Account strategy in alignment with company objectives
Drive revenue growth, profitability, and market share expansion
Develop long-term business plans, channel roadmap, and customer investment strategy
Identify new business opportunities across HoReCa, QSR, chain restaurants, catering, and institutional clients
Lead top-to-top relationships with strategic customers

P&L & Commercial Management

Own full sales revenue, gross margin, trade investment, and operating profit
Develop pricing strategy, contract management, and promotion frameworks
Monitor sales forecasts, demand planning, and inventory to ensure supply efficiency
Ensure healthy customer profitability and ROI on trade spend

Key Account Management

Build and manage strategic partnerships with national food service operators and major F&B chains
Lead annual contract negotiations and Joint Business Plans (JBP)
Drive nationwide product listing, menu penetration, and distribution expansion
Lead new product launches and customized solutions for key clients

Team Leadership & Capability Development

Lead, coach, and develop the KAM and Food Service sales teams
Set clear KPIs, performance management systems, and succession plans
Build a strong commercial and customer-centric culture

Cross-functional Collaboration

Work closely with Marketing, R&D, Supply Chain, Operations, and Finance
Translate customer and channel insights into innovation and product development
Align on S&OP and go-to-market execution

Key Customers / Channels

HoReCa (Hotels, Restaurants, Catering)
QSR chains
Café & bakery chains
Catering & institutional customers
Food service distributors

Qualifications:

Bachelor's or Master's degree in Business Administration, Marketing, Food Science, or related field
8–12+ years in Key Account Management / Food Service / Food industry
Proven track record in leading large-scale key accounts and delivering P&L growth
Strong network in Food Service / HoReCa / F&B operators
Experience managing and developing large sales teams
Strong commercial, negotiation, and financial acumen
Excellent leadership and stakeholder management skills
Fluent in Thai and strong command of English

Senior Key Account Manager