Job Title: HORECA Sales Manager
Reports To: BUD - NEA
Business Unit: Commercial
Function: Sales
Grade: TBC
Location: EGYPT
Operating Context
The HORECA Sales Manager EGYPT operates within a multi-market Business Unit structure covering EGYPT, Qatar, Oman, and International Markets, led by the BU Director IBU & Gulf. The BU Director is accountable for regional growth, distributor excellence, route-to-market effectiveness, and commercial governance across highly diverse market environments.
Within the BU portfolio, the EGYPT is a mature, service-intensive market characterized by:
- High service expectations and sophisticated channel management
- Strong regulatory and compliance requirements
- Intense competition for menu presence, visibility, and brand advocacy
For HORECA specifically, this requires disciplined execution, reliable service levels, and strong customer partnerships.
Purpose of the Job
The HORECA Sales Manager is responsible for driving sales growth and strengthening client partnerships within the HORECA (Hotels, Restaurants, Cafs) channel in the EGYPT. The role focuses on acquiring new clients, growing existing accounts, delivering tailored commercial solutions, and ensuring high levels of customer satisfaction while achieving revenue and profitability targets.
Key Roles and Responsibilities
Business Development
- Identify, target, and secure new HORECA clients across the EGYPT.
- Develop and execute growth strategies to expand market share in the HORECA channel.
- Build and maintain a strong pipeline of prospective customers.
Account Management
- Manage and grow a portfolio of key HORECA accounts in the EGYPT.
- Build long-term partnerships through regular engagement and solution-based selling.
- Ensure high customer satisfaction by resolving issues promptly and professionally.
Commercial & Negotiation
- Negotiate pricing, terms, and contracts in line with company policies.
- Ensure all deals are profitable, compliant, and aligned with commercial guidelines.
- Monitor customer performance and adjust commercial terms where needed.
Sales Performance & Reporting
- Track sales performance versus targets.
- Analyze sales trends, customer performance, and market dynamics.
- Prepare regular performance reports with insights and recommendations.
Market & Competitor Intelligence
- Conduct continuous market research on HORECA trends and competitor activity in the EGYPT.
- Share market insights with management and cross-functional teams.
Cross-Functional Collaboration
- Work closely with Marketing and Product teams to develop channel-specific promotions and activations.
- Support product launches and campaign rollouts in the HORECA channel.
Team Support & Development
- Share best practices and coach junior sales staff.
- Support onboarding and capability building within the sales team.
- Promote a high-performance, results-driven sales culture.
Key Performance Indicators (KPIs)
- HORECA revenue growth vs. target (EGYPT)
- New client acquisition
- Account growth and retention rate
- Gross margin achievement
- Customer satisfaction scores
- Accuracy and timeliness of sales reporting
- Execution of promotional plans
Requirements
Experience
- Minimum 8 to 9 years of sales experience in the HORECA sector, preferably B2B.
- Proven track record in business development and account management.
- EGYPT market experience preferred.
Knowledge
- Strong understanding of EGYPT HORECA channel dynamics.
- Knowledge of pricing, negotiation, and contract management.
- CRM systems and sales reporting tools.
Qualifications
- Bachelor's degree in Business, Marketing, or related field preferred.
Accountability Indicators
- Achievement of EGYPT sales and margin targets.
- Growth of EGYPT HORECA customer base.
- Quality and stability of customer relationships.
- Compliance with commercial policies.
- Contribution to team capability building.
Other Skills and Attributes
- Strong negotiation and communication skills.
- Results-driven and commercially minded.
- High customer orientation.
- Analytical and data-driven decision maker.
- Collaborative and team-oriented.
- High energy, self-motivated, and resilient.
Direct Reports (if Any)
None
