HoReCa Sales Head

5 days ago

Chennai, Tamil Nadu, India Fasta Pizza Full time

Role Overview

The HoReCa Sales Head will lead and manage sales operations for the B2B, D2C, Hotels, Restaurants, and Cafés (HoReCa) channel. This role is responsible for driving revenue growth, expanding market presence, developing strategic partnerships, and ensuring strong distribution and visibility across the region. The ideal candidate will have proven experience handling HoReCa key accounts, managing teams, and implementing structured sales processes.

Key Responsibilities

1. Sales Strategy & Revenue Growth

  • Develop and execute the HoReCa channel sales strategy for assigned regions.
  • Achieve monthly, quarterly, and annual sales & profitability targets.
  • Identify new market opportunities and expand penetration across hotels, QSRs, cafés, cloud kitchens, and institutional buyers.

2. Key Account Management

  • Build and maintain strong relationships with major hotel chains, standalone restaurants, café chains, catering companies, and institutional clients.
  • Drive long-term strategic partnerships through structured negotiations and service excellence.
  • Monitor sales performance of key accounts and ensure timely contract renewals.

3. Distributor & Supply Chain Management

  • Appoint and manage regional distributors / channel partners to ensure optimal supply and order fulfilment.
  • Ensure stock availability, demand forecasting, order planning, and smooth coordination between logistics, production, and sales teams.

4. Team Leadership

  • Lead, train, and mentor the HoReCa sales team to achieve performance objectives.
  • Set KPIs, review team performance regularly, and ensure adherence to sales processes.
  • Collaborate with marketing for lead generation, activations, and brand visibility initiatives.

5. Market Intelligence & Reporting

  • Track competitor activities, pricing trends, menu gaps, and emerging HoReCa opportunities.
  • Provide detailed MIS reports, sales forecasts, and performance analytics to leadership.
  • Ensure proper CRM usage and documentation of key customer interactions.

Required Qualifications

  • Bachelor's degree in Business, Marketing, Hospitality, or related field (MBA preferred).
  • 7–12 years of experience in HoReCa sales, food service business, or FMCG/QSR sector.
  • Proven track record of managing hotel chains, restaurant groups, and institutional clients.
  • Strong negotiation, communication, and relationship-building skills.
  • Ability to lead teams and handle multi-city operations.
  • Proficiency in MS Excel, CRM tools, and sales reporting.

Key Skills

  • HoReCa Channel Sales
  • Key Account & Relationship Management
  • Business Development
  • Distributor Management
  • Revenue Forecasting & Sales Planning
  • Team Leadership
  • Negotiation & Contract Management
  • Menu Engineering Understanding (Preferred)

What We Offer

  • Competitive salary + incentives
  • Opportunity to lead the HoReCa vertical
  • Fast-growing market exposure
  • Dynamic, collaborative work environment

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