National Sales Manager - HORECA - FMCD

We are having an opening for the position of National Sales Manager with one of our client in FMCD Industry having international presence.

Please note the below the job details :

Designation : National Sales Manager - HORECA

Location : Mumbai

Direct Reportees : Regional Sales Manager

Desired candidates profile :

- Minimum 10-12 years Sales & Marketing experience handling accounts specific to HORECA

- Strong HORECA contacts/networks.

- Must be at the level of a RSM/National Sales Head-HORECA

Objective of the role: Building a New business module called HORECA (Hotel, Restaurants & Catering

Skills :

- Proven track record of achieving sales targets in HORECA

- Good written and verbal communication skills

- Proven track record in developing markets and achieving business results

- Good networks and relationships within the HORECA segment

- Communication: On time update / communication with regard to business / market related issues / as per decided norms

Key Responsibilities :

Sales and Business :

- Develop an All India Sales plan and strategy for HORECA in the melamine segment.

- Account Acquisition and Servicing to existing Accounts Building Strategies for New business module called HORECA (Hotel, Restaurants & Catering)

- Develop Sales Strategies/initiatives to achieve aggressive growth for each region especially all the key accounts and Hotels, Restaurant chains.

- Achieve the sales targets for the geography-Monthly, Quarterly and Annually.

- Management of collections and receivables

- Develop and action initiatives and strategies to break into key prestigious accounts within the HORECA space and acquisition of these accounts.

- Use Relationships and networks to open up new opportunities in HORECA

- Rate negotiations and rate contracts in consultation with the senior management. Regularly evaluate pricing and contracts with customers so as to provide products that meet standards.

- Discounts and schemes for the trade and to win over competition.

Marketing :

- Marketing initiatives including direct marketing to create brand visibility.

- Highlight to HORECA customers why they should consider the company products and create a value proposition around it.

- Activate local and national marketplace initiatives and promotions to build brand of Food Services

- Participation in Exhibition and Display: For brand presence and customer activation

Key Account Management :

- Identify HORECA customers/distributors and provide them with the product range. Keep a tab on new hotels, restaurants and caterers.

- Maintaining customer relations and strong networks within the industry

- Customer Relationship management. Meeting the customers on a regular basis and managing service related issues. This includes direct associates and indirect

- Provide Sales MIS and sales data including market information

- Tracking market and competition activities.

Team Management :

- To manage and lead the sales team across India.

- Recruiting of field staffs, sales team for building effective sales team, through effective network development.

- Performance evaluation of the sales team. Management of poor performers, Incentives for top performers.

- Conduct technical training, competitive analysis and product for sales force. Training & proper Motivation of Sales Staff.

- Systems and mechanisms to ensure that the team focusses on improvement in service, quality by attending & solving the customer complains in time

- Conducting Annual conferences/ reviews/ employee meets and mentoring

- Motivating the sales team in lines with HR, by designing effective incentives scheme, performance bonus, employee grievance handling, mentoring, etc

Nandini Devadiga