Horeca Manger

Job Description – HORECA Manager

Position Title

HORECA Manager

Department

Sales & Business Development

Reports To

Regional Sales Manager / Head of Sales

Job Summary

We are seeking an experienced HORECA Manager to drive sales growth and strengthen

our presence across Hotels, Restaurants, Cafés, Catering companies, and Institutional

customers. The ideal candidate will have a strong network within the HORECA industry,

proven experience in business development, key account management, and the ability to

achieve sales targets while building long-term customer relationships.

Key Responsibilities

Sales & Business Development

• Develop and execute HORECA sales strategies to achieve revenue and profitability

targets.

• Identify, acquire, and manage key accounts within hotels, restaurants, cafés,

catering services, and institutions.

• Generate new business opportunities and expand market share in assigned

territories.

• Conduct regular customer visits and maintain strong relationships with decision

makers and procurement teams.

Account Management

• Manage and grow existing customer accounts through regular engagement and

support. • Understand customer requirements and recommend suitable product solutions.

• Ensure high levels of customer satisfaction and retention.

• Handle customer complaints and coordinate resolutions with internal teams.

Market Development

• Monitor market trends, competitor activities, pricing, and new business

opportunities.

• Provide market intelligence and customer insights to management.

• Participate in trade shows, exhibitions, product launches, and industry events.

Commercial Management

• Negotiate pricing, contracts, and commercial agreements.

• Ensure achievement of sales volume, revenue, and margin objectives.

• Monitor customer payments and ensure timely collections.

• Prepare sales forecasts, business plans, and periodic performance reports.

Team Collaboration

• Coordinate with marketing, supply chain, operations, and finance teams to ensure

smooth execution of customer requirements.

• Support product promotions and brand-building activities within the HORECA

channel.

Required Qualifications

• Bachelor's Degree in Business Administration, Marketing, Hospitality Management,

or a related field.

• MBA is an added advantage.

• 5–10 years of experience in HORECA sales/business development, preferably in

FMCG, Food & Beverage, Dairy, Frozen Foods, Hospitality Supplies, or Food Service

industries.

• Strong network and relationships within the HORECA sector.

Required Skills & Competencies

• Proven track record of achieving and exceeding sales targets.

• Strong negotiation, communication, and presentation skills.

• Excellent relationship management and customer service orientation. • Ability to analyze market trends and identify growth opportunities.

• Strong business acumen and commercial awareness.

• Proficiency in CRM systems and Microsoft Office applications.

• Ability to travel extensively within the assigned territory.

Key Performance Indicators (KPIs)

• Achievement of sales and revenue targets.

• New account acquisition and business growth.

• Customer retention and satisfaction.

• Product penetration across HORECA accounts.

• Collection efficiency and receivables management.

• Territory and market share expansion.

Preferred Industry Experience

• FMCG

• Food & Beverage

• Dairy Products

• Frozen Foods

• Hospitality Supplies

• Food Ingredients

• Commercial Kitchen Equipment

• Institutional Sales

Experience Required: 5–10 Years in HORECA Sales/Business Development

Employment Type: Full-Time

Location: As Assigned

Thanks & Regards

SNN FOOD PRIVATE LIMITED