Role Overview The Regional Manager – B2B Sales (HoReCa) will own revenue growth, account acquisition, and retention for bulk chapati and related food solutions across assigned territories. The role is accountable for high-volume, recurring B2B contracts with hotels, restaurants, caterers, industrial kitchens, hospitals, institutions, and QSR supply chains . This is a field-heavy, closure-driven leadership role with P&L accountability at the regional level. 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). LocationMumbai, Navi Mumbai 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.
Role Overview The Regional Manager – B2B Sales (HoReCa) will own revenue growth, account acquisition, and retention for bulk chapati and related food solutions across assigned territories. The role is accountable for high-volume, recurring B2B contracts with hotels, restaurants, caterers, industrial kitchens, hospitals, institutions, and QSR supply chains . This is a field-heavy, closure-driven leadership role with P&L accountability at the regional level. 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, finance, 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.