HoReCa & QSR Sales Manager – West Zone (Dairy Business)

Our client, a Leading Dairy business manufacturer is looking out for a HoReCa & QSR Sales Manager – West Zone to be based at Mumbai.

Reporting To:

Preferred

Qualification: MBA/PGDM from a reputed B-School.

Role Purpose

To drive revenue growth and market penetration in the HoReCa (Hotels, Restaurants, Caterers)

Key Responsibilities

1. Sales & Business Development

• Develop and execute regional sales plans for HoReCa and QSR segments in alignment with national targets.
• Identify and onboard key institutional clients such as large hotel chains, restaurant groups, cloud kitchens, and QSR brands.
• Drive sales of core dairy SKUs (milk, cream, butter, cheese, yogurt, etc.) and value-added innovations.
• Negotiate annual contracts, pricing, and credit terms while ensuring margin protection.
• Develop route-to-market strategies with distributors and channel partners.

2. Account & Relationship Management

• Maintain strong relationships with key procurement and culinary teams of major HoReCa and QSR accounts.
• Partner with customers for menu applications, trials, and joint promotions.
• Track customer satisfaction, resolve supply or service issues promptly, and strengthen loyalty.

3. Channel & Market Strategy

• Analyze market trends, competitor activities, and customer insights to identify growth opportunities.
• Implement visibility and sampling programs to improve product penetration in institutional kitchens.
• Collaborate with the marketing and supply chain teams to ensure product availability and brand consistency.

4. Commercial Excellence

• Monitor sales performance, collection efficiency, and cost-to-serve metrics.
• Ensure adherence to company pricing, discount, and credit policies.
• Drive digital tools / CRM usage for pipeline management and forecasting accuracy.

5. People & Cross-Functional Collaboration

• Guide and develop front-line executives and distributors in the region.
• Work closely with Production, Quality, and R&D for customized institutional packs or formulations.

Key Performance Indicators (KPIs)

• Regional HoReCa & QSR Sales Volume and Value Achievement
• New Account Acquisition & Retention Rate
• Gross Margin and Cost-to-Serve
• Customer Satisfaction / Service Level Score
• Forecast Accuracy and Collection Efficiency

Qualifications & Experience

• Education:

  MBA / Post-Graduate in Sales & Marketing / Dairy Technology preferred

• Experience:

  8–12 years in FMCG / Dairy / Food & Beverage industry with at least 4 years in HoReCa or Institutional Sales

• Exposure:

  Working with leading hotels, caterers, or QSR chains.

Skills:

• Strong negotiation and relationship-building abilities
• Understanding of B2B food service supply chain
• Analytical and P&L orientation
• Team leadership and stakeholder management