B2B Sales – Regional Manager (HoReCa Division)

Role Overview

Regional Manager – B2B Sales (HoReCa)

field-heavy, closure-driven leadership role

Key Responsibilities

1. Revenue & Market Expansion

• Drive

  regional B2B sales targets

  for HoReCa and institutional segments.
• Build and execute

  territory-wise go-to-market plans

  focused on volume-led contracts.
• Identify and onboard

  high-consumption accounts

  (daily/contractual buyers).
• Expand wallet share through

  upselling, cross-selling, and contract renewals

  .

2. Key Account Management

• Own relationships with

  strategic and enterprise HoReCa clients

  .
• Negotiate

  rate cards, SLAs, delivery schedules, and credit terms

  .
• Ensure

  zero churn on priority accounts

  through proactive engagement.
• Coordinate with operations to ensure

  on-time delivery, quality consistency, and compliance

  .

3. Channel & Institutional Sales

• Develop partnerships with

  canteen contractors, caterers, central kitchens, distributors, and aggregators

  .
• Enable white-label and private-label supply opportunities.
• Unlock institutional tenders, long-term supply agreements, and pilot-to-scale conversions.

4. Team Leadership & Performance

• Build, train, and manage

  regional sales executives and area managers

  .
• Set weekly/monthly targets; track funnel metrics (leads → trials → closures).
• Conduct

  joint field visits and negotiation support

  for large deals.
• Enforce disciplined CRM usage and reporting cadence.

5. Forecasting & Business Intelligence

• Deliver

  accurate demand forecasts

  to production and supply chain teams.
• Track pricing benchmarks, competitor activity, and market intelligence.
• Analyze region-wise margins and optimize client mix.

6. Cross-Functional Coordination

• Work closely with

  operations, quality, and logistics

  teams.
• Resolve escalations related to quality, billing, or service failures.
• Support new product launches and regional pilots.

Key Performance Indicators (KPIs)

• Regional revenue & volume growth
• Number of active contractual B2B accounts
• Average order value & frequency
• Account retention / churn rate
• Sales cycle duration (lead → closure)
• Gross margin contribution per region
• Team productivity and target achievement
  

Candidate Profile

Experience

• 6–10+ years of B2B sales experience in

  HoReCa, FMCG, food ingredients, dairy, bakery, or institutional food supply

  .
• Minimum 3+ years in a

  regional or team leadership role

  .
• Proven track record in

  bulk contracts, tender-based sales, and repeat-order businesses

  .

Skills & Competencies

• Strong negotiation and contract-structuring skills.
• Deep understanding of

  HoReCa procurement cycles

  .
• Ability to sell

  value + reliability

  , not just price.
• Commercial acumen with P&L sensitivity.
• Hands-on CRM and data-driven sales management.
• High execution intensity; field-oriented mindset.

Education

• Graduate (MBA/PGDM in Sales/Marketing preferred but not mandatory).

Why Join Rotica™

• Category-defining opportunity in

  India’s organized chapati & food solutions market

  .
• High-growth, execution-first environment.
• Direct impact on scale, revenue, and national expansion.
• Competitive fixed + performance-linked incentives.