Fortune Gourmet - National Sales Manager - Horeca

Highlights :

You will work closely with the HORECA sales team across our Branches PAN INDIA.

As the National HORECA Sales Manager, you will lead 20-30 sales professionals and report directly to the Vice President. Will be responsible for HORECA sales, strategy and execution, driving profitable growth and business development.

Desired Applicant

You will have a strong sales management background in the industry with a hunger to progress to the next level. Significant experience with a fast paced and high activity field team will be seen as highly advantageous along with demonstrated examples of developing and sustaining high-performance teams and winning cultures. The ability to lead cross-functionally is vital, as well as the ability to travel regularly interstate as required.

Qualification:

MBA/PGDM - Marketing or HORECA Industry.

Experience:

10-15 years of experience in HoReCa from Food/Beverages products sales.

Skill Sets Required:

- Meeting Sales targets

- Territory Management, Presentation Skills

- Performance Management, Building Relationships, Team Player

- Sales Planning, Managing Profitability

- Capable of hands on problem-solving, with ability to generate ideas and Solutions.

- Ability to cope with work pressure and to prioritise tasks.

- Excellent organisational and time management skills.

- A positive attitude to dealing with people.

- To regularly report achievements versus budget forecasts to the Senior Management Team.

- High level of integrity and initiative

Sales Planning & forecasting

- Drive volume & value growth, Finalize Annual, Quarterly and Monthly targets at National and Regional Level.

- Prepare detailed plan for each customer.

- Identify market trends, customer feedback, feedback from the Sales team and accordingly provide forecasts.

- Competition tracking & product mapping

- Demonstrate expertise in development & implementation of promotions plan for HORECA sales and handling communication for brands. Forecasting, supply chain, timely and cost effective delivery of products and so on.

- Developing & deploying customized merchandising/signage's & consumer promotions for accelerated business growth

Sales Operations

- Lead the sales team to ensure that the sales targets are achieved coordinate effectively with Plant and SCM to ensure that the orders are delivered within timelines, support the sales team with.

- Manage Receivables and Inventory within norms

- Ensure quality control of all sales output pertaining to customer acquisition and service delivery

- Overseeing marketing and HORECA sales operations to achieve growth and bottom-line profitability and initiating HORECA market development efforts

- Enhanced sales policies & practices, define the sales cycle, create accurate job description and developed standards for customer relationship management.

Pricing

- Release pricing norms regularly based on the agreed pricing strategy.

- Drive margins.

- Building and developing strong business relationships with new and existing HORECA channels.

- Evaluating information related to HORECA sales, promotions, competition and market research.

- Managing HORECA sales budgets and new implementations.

- Negotiating HORECA sales contracts and marketing strategies.

- Manage Customer Relationships

- Maintain close & meaningful relationships with high value customers.

- Establish rapport with key decision makers.

- Track customer complaints and ensure timely resolution.

- Developing and accessing the national HORECA marketing strategy to increase customer acquisition and retention.

Market Development

- Gather intelligence and interpret the data to understand the current market trend and also develop sales projections of various product lines, thus being prepared in advance to meet any fluctuating market demands. Focused efforts to develop new customers

- Increasing HORECA sales and distribution of new and existing product portfolios.

- To establish and implement short & long term business goals business, make business plan & strategy and ensure implementation of same. Engaging and proposing the development of new marketing propositions

- Proactively identifies opportunities for sales process improvement.

- Must ensure that the receivable management is effective and there is an efficient credit policy that increases the efficiency of an organization

- Proactively identify changes in delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly.

Manage Distribution Network

- Manage the large distribution network where products are physically available.

- Manage the supplies for Direct Customers by coordinating with all the internal and external stakeholders.

- To manage the Market Excellence/Intelligence process; gathering market and customer information and providing feedback on future trends, to support sales campaigns.

- To provide apex level focus on quality, customer satisfaction & development of business.

- To ensure all functions work with complete collaboration under one business plan & strategy.

- To ensure all people processes are deployed as per process and timelines.

Ensure compliance to all budgets and submission of account statements as per process and timelines.

People Management

- Responsible for leading, guiding and motivating the Team for accomplishing desired Sales Target.

- Work with team members to build more effective sales pitches; understand training and development needs, and provide insights for the improvement of sales.

- Understand the concerns & issues of the team and resolve them in the best interest of the company.

- Establish and monitor performance reporting systems

- Builds peer support and strong internal-company relationships with other key management personnel.

- Managing the success of the HORECA sales team across all India. Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.

Other Managerial capabilities

- Ensure achievement of all customer commitments as per plans and achieve all internal business metrics.

- An out-of-the box thinker with a proven track record of meeting the assigned targets, streamlining workflow and creating a team work environment to enhance productivity

- Managing large corporate HORECA sales accounts at a national level.

- Responsible for overall management of Zone activities and maintains profitability of the Zone.

- Develops the chain of dealer, distributors & HORECA ers. Achieves budgeted sales and collection targets