Key Account Manager - QSR
About Us
Cargill’s size and scale allows us to make a positive impact in the world. Our purpose is to nourish the world in a safe, responsible and sustainable way.
We are a family company providing food, ingredients, agricultural solutions and industrial products that are vital for living. We connect farmers with markets so they can prosper. We connect customers with ingredients so they can make meals people love. And we connect families with daily essentials — from eggs to edible oils, salt to skincare, feed to alternative fuel. Our 160,000 colleagues, operating in 70 countries, make essential products that touch billions of lives each day. Join us and reach your higher purpose at Cargill.
Job Purpose and Impact
To support our continuous growth and ambitious business strategy an exciting new opportunity has become available for a self-driven sales professional to join our team based in Sydney as Key Account Manager - QSR.
The Key Account Manager – QSR is responsible for managing and growing strategic relationships with national QSR and large chain customers. A critical part of this role is developing a deep understanding of each customer’s needs, pain points, operational challenges, and growth priorities. The KAM will work cross‑functionally with internal teams—including culinary, R&D, supply chain, marketing, and operations—to design tailored product solutions from our portfolio that solve customer problems and unlock new menu opportunities. This role combines commercial leadership, customer insight, and solution-based selling to deliver sustainable, profitable growth.
Key Accountabilities
- Manage national QSR & large chain accounts to drive volume, growth, contribution margin, and enhance opportunities for the customer and Cargill
- Build customer-specific Joint Business Plans (JBPs) that align solutions, category insights, and growth pathways.
- Identify whitespace opportunities for menu expansion, new format innovation, and channel growth and lead structured business reviews that highlight performance, solution opportunities, and future growth initiatives.
- Lead commercial negotiations including pricing, contractual terms, risk management, supply agreements, value propositions and tender proposals.
- Maintain accurate forecasts, working closely with supply chain to ensure consistent supply and service levels.
- Build a deep understanding of each QSR & large chain customer’s strategic priorities, operational model, pain points, and menu strategies.
- Conduct customer immersion, store visits, and operational reviews to identify unmet needs and improvement opportunities.
- Co‑create tailored product, menu, or operational solutions drawn from the company’s product portfolio and present solution concepts, prototypes, and menu-ready ideas that directly address customer needs.
- Develop strong partnerships with procurement, culinary teams, operations leaders, marketing, and supply chain stakeholders.
- Act as the trusted advisor to QSR and large chain customers through insight-driven, value-added engagement.
- Partner with culinary and technical teams to support customer product evaluations, cooking tests, sensory panels, and operational validation and collaborate with culinary teams on ideation sessions, product development, technical assessments, and trials.
- Other duties as assigned
Qualifications
Required Qualifications
- 5+ years in key account management, business development or foodservice/QSR sales roles.
- Experience developing and structuring complex value propositions that represent maximum value to customer and business
- Commercial acumen with proven ability to manage complex negotiations.
- Excellent communication, influencing, and presentation skills.
- Strong analytical skills with experience using data and insights to drive decisions.
- Strong conceptual thinking and time management skills
Preferred Qualifications
- Experience working directly with major QSR brands or their distributor networks.
- Strong understanding of QSR operations, pain points, cooking systems, and menu development processes
- Background in FMCG, food manufacturing, foodservice distribution, culinary, or operations.
- Tertiary qualifications in Business, Engineering, Commerce, Food Science or related field.
- Experience leading NPD/commercialisation with R&D/QA and supply-chain.
In return to your experience, we offer:
- A competitive remuneration package including performance incentive plan
- Autonomy and scope for career development
- Flexibility working arrangements
- The opportunity to work with some of the most talented people in the industry and inspiring leaders
- A supportive working culture and an inclusive team environment
If you are ready to take on a rare, career defining opportunity, are self-motivated and team spirited, then we would love to hear from you.
Cargill is an Equal Opportunity Employer. All applications are treated with complete confidentiality.
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