Pacific West Foods Australia – Melbourne VIC

Permanent Full-Time | Foodservice & FMCG

Pacific West Foods is a leading Australian seafood company committed to delivering high-quality products and exceptional customer experiences across the foodservice and retail sectors.

We are seeking an experienced State Key Account Manager based in Victoria to join our growing Sales team on a permanent, full-time basis.

This is an exciting opportunity for a commercially driven sales qualified to take ownership of a portfolio of strategic key accounts in the foodservice sector and play a key role in driving profitable growth across the state. Reporting to the Head of National Key Accounts, you will develop and implement account strategies, build solid solution orientated customer partnerships and deliver sales, distribution and profitability targets across key account customers within the state and secures and maintains relationships with key account managers with the distributors.

About the Role

As the State Key Account Manager, you will be responsible for developing and growing Pacific West Foods' state-based key account portfolio.

You will work across contract caterers, end-user groups, government contract accounts and QSR chains, identifying opportunities to grow distribution, strengthen customer partnerships and deliver sustainable commercial results.

Key responsibilities include:

Develop and implement strategic account plans to drive sales, growth and profitability across key state foodservice accounts.

Identify distribution gaps and opportunities within contract caterers and develop initiatives to achieve desired ranging outcomes.





Develop and execute promotional strategies with key multi-site end-user groups.

Manage and deliver sales budgets, trade spend and profitability targets across state key accounts.

Build and maintain strong relationships with key stakeholders across distribution partners and foodservice customers.

Lead and support tender applications and ensure effective execution of promotional activities.

Drive pull-through sales with key foodservice customers.

Negotiate ranging, pricing and rebates with end-user groups in line with agreed growth and commercial targets.

Identify and develop new business opportunities with state QSR chains.

Lead foodservice state contract tenders within agreed budgets and commercial strategies.

Communicate key account activity, promotional plans, distribution opportunities, growth targets and business strategies with Field Sales and State Management.

Contribute to continuous improvement initiatives that enhance customer outcomes and sales performance.

About You

You are an experienced key account or senior sales professional with a strong commercial mindset and a passion for building strategic customer relationships.

To be successful in this role, you will ideally have:

Significant experience in key account management, national account management or senior sales roles within FMCG, foodservice or a related industry.





Proven experience managing retail, foodservice or distributor accounts.

Strong commercial acumen and experience in pricing, promotional planning and trade spend management.

Experience developing Joint Business Plans, negotiating with customers and implementing account growth strategies.

A proven ability to identify and convert new business opportunities.

Strong analytical and problem-solving skills, with the ability to interpret sales and market data.

Experience using MS Suite, CRM, ERP and reporting systems will be highly regarded.

A high level of professionalism, integrity and commitment to customer satisfaction and commercial outcomes.

Relevant qualifications in Business, Commerce, Marketing or a related discipline will be highly regarded, although relevant industry experience will also be considered.

Why Join Pacific West Foods?

This is an opportunity to join a well-established Australian seafood business and make a genuine impact across a portfolio of strategic foodservice customers.

You will have the opportunity to:

Build and manage strategic relationships with key groups.

Drive meaningful sales, distribution and category growth.

Influence commercial strategy and customer outcomes.

Work cross-functionally with teams across the business.

Join a collaborative and customer-focused team.

Build a long-term career with an established Australian food business.

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📌 State Key Account Manager (Melbourne)
🏢 Pacific West Foods Australia
📍 Melbourne