1. Management of Top International Groups & National Heros´strategies
• Alignment with HQ on international strategy, guidelines, and key customers.
• Fully responsible for achieving Business Plan targets for listing and volume within the Catering/Foodservice National Accounts.
• Responsible for delivering a Business Plan in each key account segment, aligned with the respective Global HQ segment specialist.
• Establish and nurture strategic business and personal relationships with leading international and national groups across the Catering sector. This includes:
- Building long-term partnerships with decision-makers and key stakeholders within major national companies such as Sodexo, Compass, Aramark, and Serunion.
- Understanding the business models, operational dynamics, and strategic priorities of each group to tailor commercial proposals accordingly.
- Acting as the primary point of contact, ensuring consistent communication, trust, and alignment between both organizations.
2. Execute with Excellence
The Key Account Manager – Catering will be responsible for ensuring that every account plan is executed with the highest level of precision, care, and alignment with the company’s strategic guidelines.
This responsibility goes beyond operational follow-through — it requires leadership, attention to detail, and a commitment to delivering outstanding results through tailored, value-driven solutions.
- Oversee the end-to-end execution of account plans, ensuring all initiatives are implemented in full compliance with internal standards, brand guidelines, and commercial objectives.
- Design and deliver customized concepts and solutions for each client, adapting strategies to their specific needs and creating win-win partnerships that foster long-term growth.
- Establish control mechanisms to evaluate the effectiveness of implemented actions, identify areas for improvement, and ensure consistency across all touchpoints.
- Promote a culture of operational excellence within the team, encouraging best practices, continuous improvement, and a proactive mindset focused on quality and impact.
- Drive cross-functional collaboration with internal departments such as Marketing, Trade Marketing, Operations, and Finance to ensure seamless execution and strategic alignment.
- Act as a quality ambassador towards clients, ensuring that every activation, proposal, and interaction reflects the company’s commitment to excellence, innovation, and customer-centricity.
- This position requires a manager with strong operational leadership, strategic vision, and the ability to turn plans into tangible, high-impact results.
3. Alignment with Field Sales and Trade Marketing Teams
The Key Account Manager CATERING will play a critical role in ensuring full alignment between pricing strategies and their execution across Field Sales and Trade Marketing teams. This responsibility requires a strategic mindset, cross-functional collaboration, and a deep understanding of market dynamics and customer needs.
- Ensure consistent pricing execution across all customer touchpoints, in line with corporate guidelines and commercial objectives.
- Collaborate closely with Field Sales teams to understand local market conditions, competitive pressures, and customer expectations, adapting pricing strategies when necessary while maintaining profitability.
- Work in partnership with Trade Marketing to integrate pricing into promotional plans, activations, and channel strategies, ensuring coherence and impact.
- Analyzing data and feedback to identify gaps, risks, and opportunities for optimization.
- Act between commercial strategy and field execution, translating strategic pricing decisions into actionable plans that are understood and embraced by operational teams.
- Lead alignment meetings and workshops, fostering transparency, shared ownership, and a unified approach to pricing across departments.
4.Prospecting new groups
Will be responsible for identifying and developing new business opportunities by prospecting potential key accounts across the QSR, fast casual, casual dining, coffee and delivery sectors.
Conduct market analysis to identify emerging players, high-potential groups, and untapped segments within the On Premise channel.
- Develop and implement a structured prospecting strategy, including lead generation, qualification criteria, and outreach plans tailored to each segment.
- Initiate contact and build relationships with decision-makers and influencers within target organizations, positioning the company as a strategic partner.
- Present compelling commercial proposals, showcasing the value of collaboration and aligning with the specific needs and business models of each prospect.
- Track and report progress on prospecting activities, pipeline development, and conversion rates, using tools and performance dashboards.
- Stay informed about industry trends, competitive movements, and innovation within the QSR and delivery ecosystem to anticipate opportunities and adapt strategies accordingly.
5. Stakeholder Management and Strategic Partnership Development
One of the key responsibilities of this role is the active management of both internal and external stakeholders, with the goal of building strong relationships grounded in trust, collaboration, and shared vision.
The Key Account Manager will be expected to demonstrate a high level of influence, acting as a brand ambassador toward strategic clients, internal teams, and commercial partners.
- Inspire and mobilize internal teams (Marketing, Trade Marketing, Operations, etc.) to ensure aligned and effective execution of commercial strategies.
- Identify co-creation opportunities with key clients, developing value propositions that integrate both client and company objectives.
- Turn stakeholders into strategic allies, generating commitment and active participation in joint initiatives.
- Establish long-term relationships based on transparency, innovation, and mutual value creation.
- Represent the company in negotiations and industry events, positioning the brand as a reference within the Catering On-Premise channel.
Success in this area requires a combination of strategic vision, commercial acumen, interpersonal excellence, and the ability to generate positive impact in complex, multicultural environments.
6. Team Leadership and Development
The professional will be responsible for leading, developing, and empowering a team of account professionals to deliver outstanding commercial results.
This involves fostering a high-performance culture, providing strategic direction, and ensuring the continuous growth of both individual and collective capabilities.
- Lead and manage the Catering Key Account Specialist team, setting clear objectives, providing guidance, and ensuring full alignment with the company’s strategic goals.
- Coach and mentor team members through regular feedback, performance evaluations, and tailored development plans that enhance both professional skills and career progression.
- Promote a culture of accountability, collaboration, and excellence, encouraging initiative, ownership, and cross-functional teamwork.
- Identify training needs and implement development programs, leveraging internal resources and external partners to strengthen commercial, analytical, and leadership capabilities.
- Facilitate knowledge sharing and best practice exchange, creating a learning environment that supports innovation and continuous improvement.
- Monitor team performance through KPIs and qualitative assessments, ensuring consistent delivery of results and proactively addressing any gaps.
- Act as a role model, demonstrating strong leadership, integrity, and a customer-centric mindset in every interaction.