HORECA Channel Sales Manager

About Zocoa Group

Zocoa Group is a Dubai-based food and beverage business engaged in manufacturing, trading, distribution, B2B supply, brand development, exports, and international expansion across the UAE and overseas markets.

The Role

We are seeking a commercially driven HORECA Channel Sales Manager to grow Zocoa Group's HORECA business in the UAE while also developing export business through an established international customer network.

The role owns the complete sales cycle from prospecting, meetings, product presentation, and sampling through quotation, negotiation, order coordination, collections, repeat business, account growth, and international follow-up.

Key Responsibilities

HORECA Business Development & Sales

· Generate new business across hotels, restaurants, cafes, catering companies, hospitality groups, foodservice operators, cloud kitchens, institutional customers, and other relevant HORECA accounts across the UAE and around the globe.

· Identify and engage key decision-makers including Executive Chefs, F&B Managers, Procurement/Purchasing Teams, Operations Managers, General Managers, and Business Owners.

· Prospect through field visits, direct outreach, referrals, industry contacts, LinkedIn, databases, exhibitions, trade events, and professional networks.

· Build and grow relationships with hospitality groups, restaurant chains, cafe operators, catering companies, and foodservice buyers.

· Lead HoReCa export business development by leveraging and expanding an established customer network outside the UAE, including distributor/customer prospecting, export enquiries, commercial discussions, pricing, documentation coordination, and international account follow-up.

· Develop distributors, importers, institutional buyers, hospitality suppliers, and other B2B customers for HoReCa in international markets and identify new territories with commercial potential.

· Coordinate export-related quotations, commercial terms, order requirements, documentation, internal handovers, and ongoing customer communication.

Commercial & Account Management

· Manage the end-to-end sales process: prospecting, requirement understanding, presentations/sampling, quotation, negotiation, order confirmation, delivery coordination, collections, repeat business, and account growth.

· Negotiate pricing, volumes, payment/credit terms, delivery schedules, and supply conditions while protecting company margins and commercial interests.

· Maintain structured follow-up on samples, quotations, approvals, purchase orders, deliveries, payments, and future requirements; drive upselling, cross-selling, SKU penetration, and larger order volumes.

· Work closely with Sales Coordinator, Accounts, Production, Procurement, Logistics, and Management to ensure accurate documentation, reliable delivery, customer service, and timely collection.

Pipeline, Forecasting & Market Development

· Maintain an accurate sales pipeline covering opportunity value, stage, probability, closing date, expected revenue, customer requirements, and next actions; provide reliable weekly and monthly forecasts.

· Achieve assigned sales, new-customer, margin, account-growth, and collection targets while monitoring lead conversion, quotation conversion, lost opportunities, and account profitability.

· Track market developments, competitor activity, pricing, customer demand, new hospitality openings, and emerging domestic/export opportunities; provide structured commercial feedback to management.

· Represent Zocoa Group professionally at customer meetings, trade shows, exhibitions, tastings, presentations, and relevant promotional activities.

Candidate Requirements

· Minimum 5–6 years of relevant sales/business development in the HORECA sector.

· Prior experience in export sales / international business development is mandatory.

· Demonstrable export sales / international business development experience in food, beverage, ingredients, hospitality supply, or a closely related sector, with an established and verifiable customer base outside the UAE.

· Minimum 4 years of continuous service with the same company/employer, demonstrating career stability and sustained performance.

· Strong knowledge of the UAE HORECA and foodservice market, with proven ability to independently generate leads, open new accounts, and manage the complete sales cycle.

· Valid UAE Driving License.

· Strong commercial understanding of pricing, margins, payment terms, credit, collections, account profitability, forecasting, and negotiation.

· Excellent communication, presentation, relationship-management, follow-up, and target-management skills; proactive, field-oriented, and results-driven.

Preferred

· Candidates with existing HORECA network and established relationships with hotels, restaurant groups, cafes, catering companies, chefs, procurement teams, and hospitality businesses across UAE and Globally.

· Experience managing key accounts, restaurant chains, hotel groups, distributors, importers, international customers, or catering companies.

· Familiarity with CRM systems, sales reporting, forecasting, commercial dashboards, and export documentation processes.