Description:
We are seeking a strategic, results-driven Sales Head to lead and grow our HORECA business segment. The ideal candidate will bring a deep understanding of the FMCG market and established relationships within the hospitality industry. This role requires strong leadership, sharp commercial acumen, and the ability to build long-term partnerships with key accounts in the HORECA sector.
Key Responsibilities:
- Develop and execute the HORECA sales strategy to achieve growth targets and market share expansion.
- Identify, onboard, and manage key accounts including hotels, restaurants, cafes, catering companies, and institutional clients.
- Lead, train, and motivate the HORECA sales team to achieve sales targets and performance KPIs.
- Build and maintain strong relationships with chefs, F&B managers, procurement heads, and decision-makers.
- Analyze market trends, customer needs, and competitor activity to refine the go-to-market approach.
- Collaborate with marketing, logistics, and product teams to ensure alignment with sales goals.
- Negotiate contracts, pricing, and trading terms with large clients and distributors.
- Monitor and optimize sales performance, budgets, and forecasts for the HORECA channel.
- Represent the company at industry events, trade shows, and client meetings to enhance visibility and credibility.
Requirements:
- Bachelor’s degree in Business, Marketing, or a related field (MBA preferred).
- Minimum 5–10 years of FMCG sales experience, with at least 4–5 years in the HORECA channel.
- Proven success in leading high-performing sales teams and managing large HORECA accounts.
- Strong network within the HORECA sector and understanding of foodservice buying cycles.
- Excellent negotiation, communication, and relationship-building skills.
- Analytical mindset with the ability to interpret data and make strategic decisions.
- Willingness to travel locally or regionally as needed.