Senior Key Account Manager

About the Role

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.

Responsibilities

• 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 and manage annual contract negotiations and Joint Business Plans (JBP).
• 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 and healthy customer profitability and ROI on trade spend.
• Build and manage strategic partnerships with national food service operators, major F&B chains, and food service distributors; drive nationwide product listing, menu penetration, and distribution expansion.
• Lead new product launches and customized solutions for key clients.
• Lead, coach, and develop the KAM and Food Service sales teams; set clear KPIs, performance management systems, and succession plans to build a strong commercial and customer-centric culture.
• Collaborate cross-functionally with Marketing, R&D, Supply Chain, Operations, and Finance to translate customer and channel insights into innovation and 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 with proven track record in leading large-scale key accounts and delivering P&L growth.
• Strong network in Food Service / HoReCa / F&B operators and 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.