Horeca Sales Manager- Food

2 days ago

Delhi Mumbai NCR New Delhi, India TNT Business Services Full time ₹ 5,00,000 - ₹ 20,00,000 per year

Job Title: Institutional Sales Manager

Location: Mumbai/Delhi

Department: Sales Reports To: Head Business Head

For Delhi candidates;- North Region

For Mumbai candidates;- West Region

Foods company is a fast-growing FMCG brand, committed to delivering premium quality and innovative products to our customers across India. With a strong presence in horeca, we are now scaling our institutional sales channel and seeking an experienced professional to lead growth in the West region.

Role Overview

The Institutional Sales Manager –will be responsible for developing and managing sales across corporate, HoReCa (Hotels, Restaurants, Cafs), catering, educational institutions, government contracts, airlines, and other bulk buyers. This role involves business development, key account management, and ensuring sustainable growth through strong relationships and eff ective execution.

Key Responsibilities

  • Business Development

Identify and onboard new institutional clients across corporate offi ces, hotels, restaurants, and catering segments.

Develop and expand business in HoReCa, CSD, Government, and B2B channels.

Prepare and deliver proposals, presentations, and product trials to institutional partners.

  • Sales & Account Management

Achieve monthly and quarterly institutional sales targets for the region.

Build and maintain strong relationships with purchase managers, chefs, and procurement teams.

Negotiate pricing, credit terms, and contracts in alignment with company policies.

Monitor sales performance, order frequency, and repeat business from key accounts.

  • Operations & Coordination

Work closely with supply chain and logistics teams to ensure timely order fulfillment.

Coordinate with finance for billing, credit management, and collections.

Maintain accurate records of account activity, leads, and opportunities in CRM systems.

  • Market Intelligence & Strategy

Track competitor pricing, product movement, and emerging institutional opportunities.

Share insights and inputs to strengthen institutional strategy.

Identify potential tie-ups and collaborations to expand institutional footprint.

  • Cross-functional Collaboration

Partner with marketing and product teams for sampling drives, menu placements, and brand visibility within institutional partners.

Support NPD (new product development) initiatives based on institutional feedback.

Key Requirements

  • Graduate/MBA with 5–8 years of FMCG institutional sales experience, preferably in food or beverage category.
  • Strong exposure to HoReCa, Corporate, and Institutional segments
  • Proven track record in B2B client acquisition and key account management.
  • Excellent negotiation, relationship-building, and communication skills.
  • Ability to work independently with a strong result-oriented mindset.

Interested candidate can whatsapp on

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