We are looking for Associate Vice President - HORECA Business for EBG Group.

Company Website - www.theebg.com

JOB DESCRIPTION:

Position Summary:

The AVP - HORECA will be responsible for end-to-end growth, revenue, profitability, and market expansion of the HORECA vertical.

This role owns P&L, strategy, key accounts, distribution, pricing, and execution across hotel chains, restaurant groups, cafs, caterers, and institutional clients.

Key Responsibilities:

Business & P&L Ownership:

- Own complete P&L of the HORECA vertical

- Drive revenue growth, contribution margins, and cost efficiency

- Build annual business plans, budgets, forecasts, and growth roadmaps

HORECA Sales & Key Accounts:

Lead institutional and B2B sales across:

- Hotels (Luxury, Mid-scale, Budget)

- QSR chains & restaurant groups

- Cafs, cloud kitchens, caterers, food service operators

- Personally handle strategic & national key accounts

- Negotiate commercials, contracts, rate cards, credit terms, and SLAs

Channel & Distribution Strategy:

- Develop and manage HORECA distributor & dealer networks

- Appoint, onboard, and scale regional distributors / food service partners

- Ensure product availability, pricing discipline, and service levels

Market Expansion & Growth:

- Identify new cities, regions, and customer segments

- Launch new products / SKUs suitable for HORECA usage

- Drive menu penetration, repeat ordering, and wallet share growth

Team Leadership:

- Build and lead HORECA sales, key account, and regional teams

- Set targets, incentives, KPIs, and performance reviews

- Coach teams on solution selling and relationship management

Cross-Functional Coordination:

- Work closely with Supply Chain, Operations, Finance, Marketing, and Product

- Ensure smooth order fulfilment, billing, collections, and service support

- Drive alignment between market demand and supply planning

Market Intelligence & Strategy:

- Track competition, pricing trends, consumption patterns, and customer behaviour

- Provide insights on industry shifts, cost pressures, and growth opportunities

- Represent the company in industry forums, exhibitions, and client events

What This Role Will NOT Be:

- Only a sales role

- Territory-level position

- Order booking / distributor servicing role

- (This is a leadership + P&L ownership role.)

Experience & Qualification:

- 10-18+ years of experience in HORECA / Food Service / FMCG / Consumer Products

- Minimum 5+ years in a senior leadership role handling HORECA or institutional business

- Proven experience managing large key accounts and distributor-led models

- Demonstrated P&L ownership is mandatory

Preferred Background:

- FMCG / Food & Beverages

- Commercial kitchen equipment

- Dairy / Frozen / Ready-to-eat / Ingredients

- Beverages / Coffee / QSR supply chains

- Hospitality procurement-led sales

Key Skills & Competencies:

- Strong HORECA industry knowledge

- Commercial & negotiation excellence

- Strategic thinking with execution depth

- Leadership & people management

- Financial acumen (margins, pricing, working capital)

- High stakeholder & relationship management skills

Reporting To:

- You will report to Business Head of the respective Vertical

Reporting Office:

- You will be based at our EBG Group Office at Hitec City area, Hyderabad, Working days Monday to Saturday. Timings 10 am to 7pm.

Salary Package:

- Your Salary package will be at par with the industry standards based on your Experience and past achievements