Key Account Manager

Our client is a company specializing in ice production and supplying ice-making machine solutions and equipment. They offer manufacturing, sales, rental, and lease-purchase of automatic ice-making machines (ranging from 25 kg to 1,100 kg/day) for various sectors such as coffee shops, restaurants, hotels, and factories. They also supply various types of ice, including cube ice, flake ice, and shaped ice. The company provides consultation, design, installation, repair, and maintenance services for ice-making systems, with 24-hour technical support and emergency ice backup services. 

Qualifications and Experience

• At least 3–5 years of experience in sales or customer relationship management within the HORECA sector.
• Experience selling food ingredients, beverages, kitchen equipment, or other products used by hotels and restaurants is preferred.
• Strong understanding of hotel and restaurant operations, purchasing processes, and industry networks.
• Excellent interpersonal and relationship-building skills, with a friendly but professional approach.
• Good business acumen and the ability to recognize sales opportunities through customer conversations.
• Mature, professional, and credible, with the ability to communicate effectively with business owners and purchasing executives.
• Strong negotiation and objection-handling skills.
• Able to use basic presentation and work-tracking tools, including AI tools and Microsoft Office.

Job Overview

Manage and strengthen strategic relationships with existing customers in the HORECA sector, including hotels, restaurants, catering businesses, and cafés. The role focuses on retaining existing revenue, identifying opportunities arising from customers’ business or branch expansion, and utilizing industry connections to develop new business opportunities.

The successful candidate will build trusted, long-term customer relationships and use a consultative sales approach to deliver suitable solutions and sustainable value.

Key Responsibilities

• Build and maintain strong relationships with existing customers, particularly hotels, restaurants, and cafés, to support customer retention and continued service usage.
• Monitor customers’ business activities and expansion plans to identify opportunities to provide suitable ice machine solutions.
• Use existing industry knowledge and professional networks, such as connections with food ingredient and beverage suppliers, to approach potential new customers.
• Provide technical and business advice to customers whose operations rely heavily on ice, ensuring solutions are cost-effective and appropriate for their business scale.
• Negotiate rental and sales contract terms professionally to achieve mutually beneficial agreements.
• Coordinate with service and technical teams to ensure customers receive smooth and effective support.
• Identify additional sales opportunities through regular customer discussions and relationship management.
• Manage the sales process from opportunity identification and proposal presentation through negotiation and closing.