HORECA Key Account Manager (Phuket, Bangkok)

We are looking for a strategic and commercially driven professional to manage and grow high-revenue accounts in HORECA (Hotels, Restaurants & Bars). The core purpose of this role is strategic account acquisition and growth, building long-term partnerships with key clients.

Key Responsibilities

• Acquire new high-revenue hotel and restaurant accounts
• Develop annual account plans
• Drive revenue growth by increasing portfolio penetration (share of wine list , product mix , by-the-glass placements)
• Build multi-level relationships (Owner, GM, F&B Director, Sommelier)
• Negotiate pricing, commercial terms, and contracts
• Conduct wine training for F&B teams
• Manage contract retention and renewals

Qualifications

Experience

• Proven track record managing key HORECA accounts
• Established network in the hotel and restaurant industry
• Experience negotiating pricing and commercial terms
• Bachelor’s degree required
• WSET Level 2–3 or strong wine knowledge preferred

Skills

• Strong negotiation and objection handling
• Account planning and ability to sell value, not just price
• Commercially disciplined, strategic thinker, and confident in high-level meetings
• Strong relationship-building skills

Locations: Phuket, Bangkok (Please specify preferred location.)

Salary: Negotiable

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