Key Account Manager – HoReCa (m/ž)

About the role

The company seeks a motivated and proactive Key Account Manager to develop and maintain long‑term relationships with key customers in the HoReCa channel across Croatia. You will be responsible for ensuring the company’s portfolio is strongly represented among hotels, restaurants and catering firms while achieving set sales targets through strategic planning and effective field execution.

Key responsibilities

• Develop and propose strategic guidelines and business plans for key accounts in line with the company’s sales strategy.
• Negotiate commercial terms, discounts, marketing investments and product listings, and conclude annual contracts independently.
• Maintain regular contact with owners, procurement managers and F&B managers, and acquire new key customers.
• Monitor key performance indicators such as sales volume and profitability per customer, analyse activities to stay within budget and optimise costs.
• Track market trends, tenders and competitor actions, and incorporate the latest hospitality trends.
• Prepare detailed reports for the sales manager and commercial director and draft proposals.
• Participate in industry events, fairs and promotional activities to strengthen brand presence.

Required profile

• At least 5 years of experience in a similar key‑account or sales role.
• Strong sales, negotiation and communication abilities, with a proactive, independent work approach.
• Result‑oriented mindset, customer focus and high motivation to meet targets.
• Team‑player attitude and professional loyalty to the employer.
• Valid B‑category driving licence and flexibility to work across Croatia.

Required skills

• Proficient use of MS Office.
• Very good command of spoken and written English.