Key Accounts Manager – HORECA Channel (Dressed Chicken)

BPIL is looking to recruit a suitable candidate for the position below:

Job Title: Key Accounts Manager – HORECA Channel (Dressed Chicken)

Department: Commercial

Employment Type: Full Time/Permanent

Reports To/ Direct Supervisor: National Sales Manager

Direct Reports/Supervisees: Sales Representatives/Dispatch Officer

Key Working Relationships (Non-Supervisory)

• BPUL Employees
• Clients

Job purpose:

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. The position holder is expected to follow the set rules, regulations and guidelines of BPUL while ensuring the accomplishment of goals and targets given by Management.

Key Responsibilities:

• Own and grow strategic HORECA accounts to deliver agreed sales volume, revenue, and margin targets.
• Develop and execute account plans aligned to both customer objectives and company strategy.
• Drive channel performance by identifying growth opportunities, new accounts, and product penetration initiatives.
• Build strong, long-term relationships with key decision-makers to secure preferred supplier status.
• Lead commercial negotiations (pricing, contracts, credit terms) to protect profitability while remaining competitive.
• Collaborate with marketing to design and execute targeted promotions and demand-generation activities within the channel.
• Monitor and report on market trends, competitor activity, pricing movements, and customer insights to support strategic decisions.
• Ensure excellent execution standards including product availability, visibility, merchandising, and customer service levels.
• Manage account receivables and credit compliance, ensuring timely collections and healthy cash flow.
• Achieve sales and profit targets in the channel
• Carry out any other duties as requested by the Supervisor

Education:

Minimum Academic Qualifications:

• 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 and Experience:

Minimum Experience:

• 6–7 years’ experience in key account management or B2B sales within a structured commercial environment (FMCG/food service preferred).
• Proven ability to deliver sales growth, revenue, and margin targets in competitive markets.
• Strong commercial acumen, including pricing, negotiation, and margin management.
• Solid understanding of the HORECA channel, customer dynamics, and route-to-market strategies.
• Advanced analytical skills with ability to translate data into actionable insights.
• Excellent relationship management, communication, and influencing skills at multiple customer levels.
• Results-driven, highly organized, and flexible to travel extensively and operate across regions.
• 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.

Attitude and Motivation

The ideal candidate must demonstrate the following personal attributes:

• Precision-Driven
• Proactive Communicator
• Service Mindset
• Self-Disciplined
• Technology Enthusiast
• Collaborative & Humble
• Computer knowledge Computer knowledge

Competencies:

The ideal candidate should demonstrate the following BPIL High Performance Behaviours:

• Common purpose
• Open communication
• Setting and Achieving Targets
• Sense of Urgency & Agility
• Accountability
• Collaborate Effectively
• Result-Driven Mindset
• Trust & Mutual Respect
• Customer Focused
• Innovation & Continuous Learning

Sense of Belonging