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Carmen Pocania
Business Development Manager & Executive Search Consultant
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Senior Key Account Manager - HoReCa | office based
- LocationBucharest, Romania
-
IndustryFMCG, Retail & E-Commerce
Job Description
Location: Bucharest, Romania
Work model: Office-based with extensive field activity
Client context: our client is a well-established FMCG distributor in the food sector, supplying a broad portfolio of products to retail and foodservice partners. The company is focused on strengthening and expanding its HoReCa channel nationwide.
Role overview: the Senior Key Account Manager HoReCa will be responsible for developing and managing key foodservice accounts, expanding product presence, and driving sustainable sales growth. The role requires a strong field presence and close collaboration with internal stakeholders.
Work model: Office-based with extensive field activity
Client context: our client is a well-established FMCG distributor in the food sector, supplying a broad portfolio of products to retail and foodservice partners. The company is focused on strengthening and expanding its HoReCa channel nationwide.
Role overview: the Senior Key Account Manager HoReCa will be responsible for developing and managing key foodservice accounts, expanding product presence, and driving sustainable sales growth. The role requires a strong field presence and close collaboration with internal stakeholders.
Key responsibilities
- Identify, acquire, and develop HoReCa and foodservice clients
- Expand product listings across restaurants, hotel groups, catering companies, and chains
- Manage key accounts end-to-end, from negotiations to ongoing relationship management
- Define pricing, promotional plans, and commercial terms for assigned partners
- Execute listings, promotions, and commercial agreements
- Monitor sales performance, pricing levels, and competitor activity
- Conduct regular field visits and client meetings
- Achieve agreed sales, volume, and profitability targets
- Prepare sales forecasts, activity reports, and performance analyses
- Maintain strong product knowledge to support negotiations and client engagement
Candidate profile
- Minimum 3 years of experience in HoReCa, foodservice, or FMCG sales
- Proven ability to develop and grow client portfolios
- Strong negotiation, influencing, and relationship-management skills
- Analytical mindset with ability to interpret sales and market data
- Experience with forecasting, planning, and performance tracking
- Strong organizational and time-management skills
- Proficient in MS Office, especially Excel
- Romanian fluent; English working proficiency required
CONFIDENTIALITY: Recruitment conducted on behalf of our client. Company identity remains confidential.
GDPR Notice: By applying for this role, candidates implicitly consent to their personal data being processed by Antal, unless otherwise advised in writing.
Please note that our career ads may use approximate salary levels as a guide. However, we are happy to consider applications from all candidates who can demonstrate the skills necessary to fulfill the role. We can only respond to the best-fit applicants within an average response time of a maximum of four weeks. The rest of the CVs are stored in our international talent pool for potential future matches. Please note that your personal information will be treated under our Privacy Policy. Thank you! consultant code: CP163/16/12/2025
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