Horeca Manager

1 week ago

Chennai, Tamil Nadu, India THE Banyan Hr Consults Full time ₹ 5,00,000 - ₹ 8,00,000 per year

Job Title: HORECA Manager Tamil Nadu & Kerala for a FMCG Co

Department: Sales

Industry: FMCG – Snacks

Location: Chennai (Headquarters)

Territory: Tamil Nadu & Kerala

Reporting To: GM

Experience Required: Minimum 6-10 years as a HORECA Manager in HORECA sales, preferably in FMCG snacks/beverages/dairy

Job Purpose:

To drive business growth in the HORECA (Hotels, Restaurants, Cafes, and Caterers) segment across Tamil Nadu and Kerala. The candidate will be responsible for identifying opportunities, building strong customer relationships, driving product placements, managing distributors, and achieving sales targets for the region.

Key Responsibilities:

  1. Sales & Business Development:

  2. Develop and implement the HORECA sales strategy for Tamil Nadu and Kerala.

  3. Identify and onboard key HORECA clients – Caf chains, hotels, caterers, institutions.
  4. Drive secondary and tertiary sales through effective distributor/channel partner management.

  5. Achieve monthly, quarterly, and annual sales targets.

  6. Key Account Management:

  7. Build and maintain long-term relationships with key accounts.

  8. Negotiate commercial terms, including pricing, credit limits, visibility, and promotions.

  9. Ensure regular servicing and repeat business from key customers.

  10. Distribution Management:

  11. Appoint and manage HORECA-focused distributors and stockists in both states.

  12. Ensure regular stock availability, efficient order servicing, and payment collection.

  13. Monitor distributor performance and take corrective action when required.

  14. Team & Market Development:

  15. Lead a team of Territory Sales Executives (if applicable).

  16. Conduct regular market visits to ensure strong market coverage and customer engagement.

  17. Plan and execute trade marketing activities and sampling campaigns.

  18. Reporting & Analysis:

  19. Track and report key metrics – sales, coverage, growth, customer feedback, and competition.

  20. Provide market intelligence and inputs for product innovations.
  21. Maintain accurate sales forecasts and demand planning inputs.

Qualifications & Skills:

  • Graduate/Postgraduate in Business Administration or relevant discipline.
  • 6–10 years of proven experience in HORECA sales, preferably in FMCG snacks, beverages, or dairy.
  • Strong distributor handling experience in TN & Kerala.
  • Excellent negotiation, communication, and interpersonal skills.
  • Willingness to travel extensively across both states.
  • Proficiency in English, Tamil, and Malayalam (preferred).

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