Head - Horeca

Channel Strategy & Planning

• Develop and execute the HORECA channel strategy aligned with overall business goals.
  
• Identify opportunities for growth within the hotel, restaurant, and catering sectors.
  
• Set channel-specific sales targets and KPIs.
  

Sales & Revenue Management

• Drive revenue growth through key account management, new partnerships, and channel expansion.
  
• Ensure the achievement of monthly, quarterly, and annual sales targets.
  
• Forecast sales trends, monitor channel performance, and adjust strategies accordingly.
  

Customer Relationship Management

• Build and maintain strong relationships with key decision-makers in hotels, restaurants, cafes, and caterers.
  
• Negotiate pricing, contracts, and promotional deals with HORECA clients.
  
• Manage customer feedback and resolve escalated service issues.
  

Team Leadership & Coordination

• Lead and mentor the HORECA sales team across different regions.
  
• Set team goals, monitor performance, and conduct regular training sessions.
  
• Coordinate with internal departments like marketing, logistics, and finance.
  

Marketing & Promotions

• Work with the marketing team to design and execute targeted promotions and campaigns for the HORECA segment.
  
• Monitor competitor activity within the channel and adjust marketing strategies accordingly.
  
• Support product trials, tastings, and events in collaboration with key HORECA partners.
  

Key Account Management

• Identify and manage key HORECA accounts to build long-term strategic partnerships.
  
• Customize product offerings and service packages based on customer profiles and needs.
  
• Regularly visit clients to reinforce business relationships and explore new opportunities.
  

Product Placement & Visibility

• Ensure proper placement, availability, and visibility of products in all HORECA outlets.
  
• Monitor planogram adherence and point-of-sale (POS) material execution.
  
• Ensure timely replenishment and prevent stock-outs.
  

Budgeting and Cost Control

• Prepare and manage budgets for the HORECA channel.
  
• Optimize spending on trade promotions, discounts, and activations.
  
• Ensure return on investment (ROI) on all initiatives.
  

Data Analysis & Reporting

• Analyze sales data, customer behavior, and market trends to make informed decisions.
  
• Provide regular reports on sales performance, pipeline status, and competitor insights.
  
• Use CRM tools and dashboards to track KPIs.
  

Compliance & Risk Management

• Ensure adherence to company policies and legal standards in all HORECA dealings.
  
• Monitor credit limits, payment collections, and resolve any discrepancies with clients.
  

Key Skills & Qualifications

• Strong experience in HORECA sales within FMCG or related sectors.
  
• Excellent negotiation, relationship-building, and leadership skills.
  
• Analytical mindset with strong business acumen.
  
• Understanding of foodservice operations and customer preferences.
  
• Ability to travel extensively and work in a fast-paced, results-oriented environment.