Sales & Marketing Executive

HoReCa executive (Hotels, Restaurants & Catering)

Location

Bhopal, ujjain, indore, jabalpur gwalior Madhya Pradesh]

Role Objective

Own and grow HoReCa business in the assigned territory by onboarding accounts, driving repeat orders, managing distributors, and ensuring consistent revenue from hotels, restaurants, cafés, cloud kitchens, caterers, and institutions. This is a revenue-first, execution-heavy role, not a desk job.

Key Responsibilities

1. Sales & Revenue Growth

Acquire new HoReCa accounts (hotels, restaurants, cafés, QSRs, cloud kitchens, caterers, bakeries).

Achieve monthly and quarterly sales targets (primary & secondary).

Push regular ordering, upselling, and menu penetration.

Close deals on pricing, credit terms, and volume commitments within company guidelines.

2. Distributor & Channel Management

Appoint, manage, and scale HoReCa-focused distributors in the territory.

Ensure product availability, correct pricing, and timely billing.

Drive distributor sales teams for daily market visits and order generation.

Monitor secondary sales and stock rotation to avoid expiry or dead stock.

3. Key Account Management

Handle key HoReCa clients personally (large hotels, chains, caterers).

Negotiate annual contracts, rate agreements, and supply terms.

Resolve issues related to quality, supply gaps, billing, and service.

4. Market Execution & Visibility

Plan and execute sampling, chef meets, food trials, and product demos.

Coordinate with chefs, purchase managers, and owners for product adoption.

Track competitor activity, pricing, schemes, and product launches.

5. Team Management (if applicable)

Recruit, train, and manage Sales Officers / HoReCa Executives.

Set daily beat plans, outlet coverage, and productivity benchmarks.

Review performance, discipline, and execution regularly.

6. Reporting & Discipline

Submit daily visit reports, weekly sales reviews, and monthly forecasts.

Maintain accurate data of outlets, distributors, and key decision-makers.

Ensure strict compliance with company policies and credit discipline.

Key Skills & Competencies

Strong understanding of HoReCa buying behavior and decision cycles.

Negotiation skills with chefs, purchase heads, and business owners.

Distributor handling and secondary sales management.

Ground-level execution mindset—comfortable with field work.

Clear communication and follow-up discipline.

Eligibility Criteria

1–7 years of experience in HoReCa sales (FMCG, Frozen Foods, Dairy, Bakery, Food Ingredients, QSR supplies, etc.).

Proven track record of meeting revenue targets.

Experience in distributor-led markets preferred.

Graduate (MBA preferred but not mandatory if execution is strong).

KPIs (How Performance Is Measured)

Monthly revenue & volume growth

Active HoReCa outlet count

Repeat order ratio

Distributor secondary sales

Key account retention