Job Summary
We are looking for an experienced HORECA Sales Manager to lead sales activities across the Hotels, Restaurants, and Cafés (HORECA) channel. The role will be responsible for achieving sales targets, developing new business opportunities, managing key accounts, and building strong relationships with HORECA customers.
Key Responsibilities
- Develop and execute the HORECA sales strategy in line with the company's commercial objectives.
- Achieve assigned sales, revenue, volume, and profitability targets.
- Identify and develop new HORECA customers and business opportunities.
- Build and maintain strong relationships with hotels, restaurants, cafés, catering companies, and other foodservice customers.
- Manage and grow existing key accounts to maximize sales and customer retention.
- Conduct regular market visits to identify market trends, customer needs, competitor activities, and new opportunities.
- Prepare and negotiate commercial proposals, pricing, contracts, and agreements with customers.
- Develop account plans and sales forecasts for the HORECA channel.
- Monitor customer orders, payments, deliveries, and service issues to ensure high customer satisfaction.
- Coordinate closely with Marketing, Supply Chain, Logistics, Finance, and Customer Service teams to ensure smooth order fulfillment.
- Work on product listing, menu placements, promotions, and other customer-specific commercial activities.
- Monitor competitors pricing, products, promotions, and market positioning.
- Prepare regular sales reports, forecasts, pipeline updates, and performance analysis.
- Ensure effective implementation of company pricing and credit policies.
- Lead, coach, and develop the HORECA sales team, where applicable.
- Ensure sales activities are conducted in accordance with company policies and procedures.
Requirements
- Bachelor's degree in Business Administration, Marketing, Sales, or a related field.
- 5–8 years of experience in sales, with strong experience in the HORECA / Foodservice channel.
- Proven track record in selling to hotels, restaurants, cafés, catering companies, and foodservice distributors.
- Experience in FMCG, food & beverage, dairy, food ingredients, beverages, or related industries is highly preferred.
- Strong knowledge of the HORECA market and customer landscape.
- Proven ability to achieve and exceed sales targets.
- Strong negotiation, communication, presentation, and relationship-building skills.
- Good understanding of sales forecasting, account management, and commercial negotiations.
- Strong analytical and problem-solving skills.
- Excellent leadership and team-management capabilities.
- Good command of English and proficiency in Microsoft Office.
- Willingness to travel frequently for customer visits and market coverage.
