National Sales Manager - B2B & QSR - FMCG/Food Processing

Job Title:

National Sales Manager B2B & QSR

Department:

Sales Food Service / B2B

Key Responsibilities:

1. Business Development & Sales Growth:

- Develop and execute the national sales strategy for B2B, QSR, and HORECA channels.

- Drive revenue growth and achieve annual sales, volume, and profitability targets.

- Identify new business opportunities with national and regional QSR chains, cloud kitchens, cafs, hotels, restaurants, caterers, and institutional customers.

- Expand market penetration across metro, Tier-1, and Tier-2 cities.

2. Key Account Management:

- Manage relationships with major QSR and HORECA accounts.

- Lead commercial negotiations, annual contracts, pricing discussions, and promotional agreements.

- Ensure customer retention through strong service levels and business reviews.

- Build long-term strategic partnerships with key decision-makers.

3. Channel Expansion:

- Strengthen distributor and food service partner network across India.

- Appoint and manage channel partners for institutional and HORECA business.

- Monitor distributor productivity, coverage, and profitability.

4. Team Leadership:

- Lead, coach, and develop Regional Sales Managers and Key Account Managers.

- Set KPIs, review performance, and drive execution excellence.

- Build a performance-driven sales culture.

5. Commercial & Business Planning:

- Prepare annual operating plans, sales forecasts, and demand projections.

- Monitor sales pipeline, conversion ratio, and customer profitability.

- Collaborate with Supply Chain and Finance for inventory planning and collections.

6. Cross-Functional Collaboration:

- Work closely with Marketing, R&D, Culinary, Operations, and Supply Chain teams.

- Support product launches and menu innovations for QSR customers.

- Coordinate customer trials, product sampling, and commercialization.

7. Market Intelligence:

- Track competitor activities, pricing, product innovations, and industry trends.

- Identify emerging opportunities in food service, bakery, caf, frozen foods, dairy, sauces, seasonings, beverages, etc.

Education:

- MBA in Sales, Marketing, or Business Management.

- Bachelor's degree in Food Technology, Hospitality, Commerce, or related field preferred.

Experience:

- 15-20 years of experience in FMCG/Food/Food Ingredients/Frozen Foods.

- Experience handling national QSR chains and institutional accounts is mandatory.