Job Description

Position Summary
The HORECA Sales Manager is a pivotal role responsible for developing and executing the sales strategy for the Hotel, Restaurant, and Cafe (HORECA) channel. This individual will be tasked with driving revenue growth, expanding our market share, and building strong, long-term relationships with key accounts. The ideal candidate is a strategic thinker with a proven track record in B2B sales within the food and beverage or related industry.
Key Responsibilities
1. Sales Strategy & Business Development:

• Develop and implement a strategic sales plan to achieve and exceed sales targets for the HORECA channel.
• Identify, target, and secure new business opportunities with hotels, restaurant chains, catering companies, and large-scale cafes.
• Analyze market trends, competitor activity, and customer needs to identify areas for growth.
• Build a robust pipeline of potential clients and manage the entire sales cycle from prospecting to closing.

2. Key Account Management:

• Serve as the primary point of contact for a portfolio of key HORECA accounts.
• Build and maintain strong, trusted, long-lasting customer relationships at all levels, from chefs and purchasing managers to owners and directors.
• Understand the unique needs of each account and provide tailored solutions and product offerings.
• Ensure high levels of customer satisfaction and retention through exceptional service.

3. Negotiation & Contract Management:

• Prepare and present professional proposals, quotations, and contracts.
• Lead negotiations on pricing, contracts, and service level agreements to maximize profitability while ensuring customer value.
• Manage contract renewals and upsell/cross-sell opportunities within existing accounts.

4. Team Collaboration & Leadership:

• Collaborate effectively with the marketing team to develop channel-specific promotional materials and campaigns.
• Work closely with the supply chain and logistics teams to ensure timely and accurate order fulfillment.
• Provide market intelligence and customer feedback to the product development and management teams.
• May involve managing and mentoring a team of sales representatives or key account managers.

5. Reporting & Analysis:

• Maintain accurate and up-to-date records of all sales activities, customer interactions, and deals in the CRM system (e.g., Salesforce).
• Prepare regular sales forecasts, performance reports, and market analysis for senior management.
• Monitor sales performance against targets and adjust strategies as needed.

Qualifications & Experience

• Education: Bachelor's degree in Business Administration, Marketing, or a related field.
• Experience: Minimum of 5-7 years of proven B2B sales experience, with at least 3 years specifically within the HORECA channel.
• Industry Knowledge: Deep understanding of the HORECA market, including key players, trends, and operational challenges.
• Network: An existing network of contacts within the local/regional HORECA industry is a significant advantage.

Required Skills & Competencies

• Exceptional Sales Skills: Mastery of consultative selling, negotiation, and closing techniques.
• Relationship Builder: Outstanding interpersonal and communication skills with the ability to build rapport and trust with a diverse clientele.
• Strategic Thinker: Ability to develop and execute a strategic sales plan and think critically about market dynamics.
• Results-Oriented: A strong drive to achieve and exceed sales targets and KPIs.
• Resilience: Tenacity and perseverance to overcome objections and navigate competitive landscapes.
• Organizational Skills: Excellent time management and organizational skills, with the ability to manage multiple accounts and projects simultaneously.
• Tech-Savvy: Proficiency in CRM software, Microsoft Office Suite (especially Excel and PowerPoint), and other sales tools.
• Language: Fluency in [e.g., English and local language] is required.

Working Conditions

• This role requires frequent travel within the assigned territory to visit clients, attend trade shows, and conduct market visits.
• A valid driver's license is required.
• Flexibility to work outside standard business hours for client meetings and industry events.

Compensation & Benefits

• Competitive base salary commensurate with experience.
• Attractive uncapped commission and bonus structure based on performance.
• Company car or car allowance.
• Comprehensive benefits package (health insurance, retirement plan, etc.).
• Expense account for business-related travel and entertainment.
• Continuous professional development opportunities.

Skills Required