Team Lead – HORECA

1 month ago

Delhi, India Sids Farm Hiring Full time
Purpose of the Role

To lead and expand the company’s business within the HORECA (Hotels, Restaurants, and Catering) segment in Hyderabad. This role is vital for sustaining and driving the company’s sales growth, increasing market share, and achieving targeted revenue from the HORECA segment through strategic customer development and hands-on management.

Key Accountabilities

Sales Volume & Value:

Drive the sales volume in Kgs/Ltrs and revenue in INR lakhs.Coverage & Account Penetration:

Enhance customer coverage and account penetration.Account Management:

Ensure a disciplined approach to manage accounts with targeted sales, profitability, and customer satisfaction.Customer Acquisition:

Grow the number of regular accounts and acquire new customers, contributing a defined percentage to the total business.Outstanding Management:

Effectively manage account outstanding days.

Roles & Responsibilities1.

Prospecting

Develop a comprehensive database of existing and potential HORECA customers.Systematically contact prospective accounts and track conversion status.2.

New Account Acquisition & Development

Create an area coverage plan with a time-bound acquisition strategy.Execute targeted plans for acquiring and growing accounts in the assigned region.3.

Key Account Management

Develop and implement account-wise sales plans.Finalize trade terms, promote cross-selling, and expand product range within accounts.4.

Sales Information Systemsale

Leverage sales information systems for data-driven decision-making.Implement structured sales planning with database analyses.5.

Competition Mapping

Monitor and analyze competitor activities, providing insights to enhance competitive positioning.Track competitor initiatives and assess their impact on the market.6.

Trade Terms & Sales Operations

Establish and manage trade terms for initial and ongoing customer engagements.Ensure seamless order processing, supply chain coordination, and timely collections.

Requirements

Market Knowledge:

Deep understanding of the HORECA segment's business model and critical success factors.Sales & Strategy Acumen:

Familiarity with B2B sales processes and the company’s business strategies.Market Mapping:

Ability to map and expand coverage within the assigned area.Industry Knowledge:

Strong understanding of the FMCG sector, specifically in a B2B context.Key Account Management:

Knowledge of account management principles, from sales planning to profitability analysis.Financial Basics:

Proficiency in basic finance, business accounting, and profitability principles.Analytical Skills:

Advanced MS Excel skills and knowledge of sales reporting and tracking tools.Technology Proficiency:

Comfortable using company-specific technology and reporting systems.

Qualifications & Experience

Education:

Graduate; Postgraduate/MBA with a focus on Sales & Marketing preferred.Experience:

Minimum of 1 year in B2B sales, preferably within the FMCG sector and HORECA segment.

Personal Attributes

Strong analytical and strategic planning skills.Results-oriented, with a focus on achieving sales targets.Excellent communication and relationship-building skills.

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