HoReCa Key Account Manager

Company: TopHawks

Client: Estuary World

Department: Sales & Business Development

Functional Area: HoReCa / Key Account Sales

Location: Mumbai / Bengaluru / Delhi-NCR / Hyderabad / Kolkata / Goa / other priority markets

Employment Type: Full-Time

Experience: 3-7 Years

Industry: Premium Beverages / FMCG / HoReCa / Hospitality

About the Role

TopHawks is hiring a HoReCa Key Account Manager to drive the acquisition, development and management of premium Hotels, Restaurants, Bars, Clubs and other on-premise accounts for Estuary World.

The role will focus on building Estuary's presence on premium back-bars and beverage programs, developing strong relationships with owners, F&B; heads, beverage managers, bar managers and bartenders, and driving consistent stocking, serving and repeat orders.

The ideal candidate should have strong HoReCa relationships, premium-category selling skills, excellent communication and negotiation abilities, and a highly proactive field-sales mindset.

Key Responsibilities

1. HoReCa Account Acquisition

- Identify and acquire premium bars, restaurants, hotels, clubs and hospitality accounts.
- Build a qualified prospect pipeline within assigned territory.
- Conduct outlet visits, product presentations, tastings and commercial negotiations.
- Convert prospects into active Estuary stocking accounts.
- Drive SKU listing and product penetration within accounts.

2. Key Account Management

- Build long-term relationships with owners, F&B; managers, beverage managers, bar managers and purchase teams.
- Develop account-specific sales plans for high-value customers.
- Drive repeat ordering and increase SKU penetration.
- Monitor account performance, stock availability and sales potential.
- Resolve account-level issues quickly and professionally.

3. Back-Bar & On-Premise Visibility

- Drive Estuary's placement on premium back-bars and beverage menus.
- Ensure agreed visibility,



displays and POS execution.
- Identify opportunities for menu placements, cocktail/mocktail programs and premium beverage experiences.
- Implement the "Own the Back-Bar" strategy across priority accounts.

4. Bartender & Product Education

- Conduct product demonstrations, tastings and bartender training.
- Build strong relationships with bartenders, mixologists and beverage professionals.
- Communicate Estuary's product proposition and blending-water concept effectively.
- Support bartender engagement programs and professional-channel activations.

Estuary's proposed strategy includes a Certified Blending Bar programme, bartender training and partnerships with bartender associations/mixology academies. 5. Sales & Revenue Delivery

- Achieve monthly and quarterly HoReCa sales targets.
- Drive new-account acquisition and repeat business.
- Track order frequency, SKU-wise sales and account productivity.
- Develop high-value accounts into strategic long-term customers.
- Maintain accurate sales pipeline and forecasting.

6. Market Intelligence

- Track competitor products, pricing, placements and promotions.
- Identify emerging premium bars, restaurants and hospitality properties.
- Provide field intelligence on customer preferences and category trends.
- Share actionable market insights with the sales leadership team.

7. Reporting & CRM/SFA Discipline

- Maintain accurate account and pipeline data.
- Record visits, meetings, opportunities and orders through the company's SFA/CRM platform.
- Submit daily/weekly activity and sales reports.




- Maintain a clear pipeline from prospect - meeting - sampling - listing - first order - repeat order.

Key Performance Indicators

- Current HoReCa accounts acquired
- Active HoReCa accounts
- Monthly sales achievement
- Repeat-order rate
- Average revenue per account
- SKU penetration
- Back-bar placements
- Menu placements
- Bartender/product-training sessions
- Account conversion rate
- Sales pipeline value
- Visit-to-order conversion
- Account retention
- Distributor coordination and order fulfilment

Candidate Profile

Must Have

- 3-7 years of experience in HoReCa / On-Premise / Key Account Sales
- Existing relationships with premium hotels, restaurants, bars, clubs or hospitality establishments.
- Strong field-sales and business-development experience.
- Proven ability to acquire and develop key accounts.
- Excellent communication, presentation and negotiation skills.
- Strong commercial understanding and target orientation.
- Comfortable with extensive local market travel.
- Good Excel/CRM/SFA and reporting skills.

Preferred Candidates from the following backgrounds will be strongly preferred:

- Premium beverages
- FMCG
- Hospitality
- Spirits / mixers / non-alcoholic beverages
- Luxury or premium consumer brands
- Wine & beverage distribution
- Bar/restaurant supply
- HoReCa distribution
- Premium hotel chains
- Beverage solution companies

Ideal Candidate We are looking for a sharp, polished and relationship-driven HoReCa sales professional who can walk into a premium hotel, restaurant or bar, engage confidently with the decision-maker, present the Estuary proposition, conduct a product demonstration, negotiate the listing and ultimately convert the account into a regular, high-value customer.

The candidate should be well-groomed, articulate, commercially aggressive and comfortable operating independently in the field.

📌 Horeca Key Account Manager (Bengaluru)
🏢 Top hawks
📍 Bengaluru