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
