GM Sales

21 hours ago

Chennai, Tamil Nadu, India THE Banyan Hr Consults Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Position Title: General Manager Sales (HoReCa)

Industry: FMCG / Food & Beverages

Channel Focus: HoReCa (Hotels, Restaurants, Cafs, Catering, Institutional Sales)

Headquarters: Chennai (National Role)

Reporting To: Director Sales & Marketing

Role Overview:

The GM – Sales (HoReCa) will be responsible for developing and driving the HoReCa sales strategy across India. The role involves building strong relationships with key accounts, hotel chains, restaurant groups, catering units, and institutional buyers, while leading a national sales team to ensure targeted business growth. The candidate must be fluent in Hindi to effectively manage North and Central India markets.

Key Responsibilities:

  • Develop and execute PAN India HoReCa sales strategy aligned with company objectives.
  • Identify and onboard key HoReCa accounts including hotel chains, restaurant networks, catering companies, QSRs, cloud kitchens, and institutional buyers.
  • Build and manage channel partners, distributors, and HoReCa-focused sales networks nationwide.
  • Lead and monitor a national HoReCa sales team and regional managers to ensure monthly and annual sales targets.
  • Negotiate rate contracts, annual business agreements, and bulk purchase deals with major clients.
  • Drive sampling, activation, menu listing, chef engagement programs, and product placement at key outlets.
  • Ensure credit control, receivables management, and profitability from HoReCa accounts.
  • Coordinate closely with production, logistics, and supply chain for order fulfillment.
  • Monitor market intelligence, competitor activities, and pricing trends in the HoReCa segment.
  • Support new product introductions and menu adaptation strategies for institutional clients.
  • Ensure strong relationship management and periodic business review meetings with key accounts.

Candidate Profile:

  • Experience: Minimum 15–20 years in FMCG / F&B sales with at least 5+ years handling national HoReCa / Institutional Sales.
  • Strong network and relationships with hotel purchase managers, chefs, QSR procurement heads, catering units, and restaurant chains.
  • Proven track record in contract negotiations and institutional key account management.
  • Experience in managing PAN India teams and distributor networks for HoReCa.
  • Language: Must speak fluent Hindi (mandatory) along with English. Knowledge of South Indian languages is an added advantage.
  • Based out of Chennai HQ or willing to relocate.
  • Excellent people management, negotiation, and commercial acumen.
  • Open to extensive travel across India.

Key Competencies:

  • HoReCa Sales Strategy & Execution
  • Key Account Management (Hotel & Institutional Sales)
  • Contract Negotiation & B2B Relationship Management
  • Team Leadership & Performance Management
  • Market Penetration & Business Development
  • Cross-functional Coordination (SCM / Marketing / Finance)
  • Hindi Communication – Mandatory for national client handling

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