Out of Home (HORECA) Sales Specialist

The Froneri Way:

At Froneri, we are driven by a passion for ice cream, striving to become the world's leading ice cream company for consumers, customers, and employees. Our commitment to excellence and efficiency is reflected in our operations across 25 countries, where we hold the No.1 or No.2 position in the majority of markets we serve.

Visionary Leadership and Global Influence:

Guided by our vision to be the best in the industry, we focus on innovation and quality to drive growth in premium ice cream snacking. Our strategic pillarsselling more, buying better, and taking costs outensure we deliver optimal quality at competitive levels, enhancing our global presence and regional impact.

Investing in Our Team and Society:

We believe in the power of a strong culture that places people at the heart of everything we do. Our 15,000+ employees worldwide live and breathe ice cream, continually pursuing new ideas to deliver the best experience to our consumers. We are dedicated to focusing our Environmental, Social, and Governance (ESG) efforts by setting ambitious short and mid-term targets, reflecting our commitment to our people and communities.

Commitment to Diversity and Inclusion:

At Froneri, we are focused, passionate, and entrepreneurial. We believe that diversity and inclusion are integral to our success, fostering a workplace where every individual's unique perspective is valued and contributes to our collective achievements.

These sections encapsulate Froneri's identity, leadership vision, dedication to its people and communities, and commitment to diversity and inclusion.

Role Overview

We are seeking a highly driven HORECA Sales & Activation Specialist to support the growth of our FMCG business across Hotels, Restaurants, Cafs, and Catering channels. The ideal candidate will be responsible for expanding client networks, opening new business opportunities, and executing activation plans that elevate brand visibility and drive sales performance.

Key Responsibilities

1. New Business Acquisition

• Identify, approach, and convert new HORECA accounts, focusing on untapped and strategic clients.
• Conduct regular field visits to scout opportunities and generate qualified leads.
• Support in negotiating agreements and ensuring smooth onboarding of new customers.

2. Sales Execution & Account Management

• Manage a portfolio of HORECA clients, ensuring consistent order flow and product availability.
• Build strong professional relationships with purchasing managers, chefs, F&B managers, and caf/restaurant owners.
• Follow up on customer needs, handle inquiries, and resolve operational issues proactively.

3. Trade Activation & Brand Visibility

• Execute in-market activation plans as per brand guidelines (promotions, POS materials, visibility setups).
• Ensure proper placement, merchandising, and product exposure within the assigned territory.
• Monitor activation performance and report insights to supervisors.

4. Market Intelligence & Reporting

• Track competitor products, pricing, promotions, and market trends within the HORECA channel.
• Submit weekly reports covering visits, sales performance, opportunities, and challenges.
• Provide accurate forecasts and recommendations to support planning and decisionmaking.

Qualifications & Requirements

Mandatory

• 13 years of experience in FMCG, preferably in HORECA or out-of-home channels.
• Proven ability to open new accounts and build client relationships from the ground up.
• Strong communication, negotiation, and interpersonal skills.
• Ability to work independently in the field with a resultsdriven mindset.