Regional Lead - HORECA Sales - FMCG

Description:

Position: Regional Lead South

Function: HoReCa B2B Sales (Coffee / Beverage Category)

Location: Bangalore

Experience: 4-7 Years (HoReCa experience mandatory)

Job Summary:

We are seeking a dynamic and results-oriented Regional Lead South to drive and expand our HoReCa B2B business across South India. The role will focus on acquiring new HoReCa accounts, strengthening existing customer relationships, driving professional coffee machine placements, and delivering consistent sales growth across key southern markets. The ideal candidate will bring strong on-ground HoReCa sales experience, deep regional market understanding, and a passion for building brands in the out-of-home consumption space.

Key Responsibilities:

Sales Execution & Target Achievement:

- Identify, pitch, and onboard new HoReCa accounts including hotels, restaurants, cafés, QSRs, bakeries, and catering businesses.

- Drive placement of professional coffee machines and ensure sustained product consumption.

- Maximize revenue through effective product pitching, cross-selling, and upselling.

Market Development & Expansion:

- Map the HoReCa ecosystem across South India to identify high-potential cities and growth

clusters.

- Conduct regular market visits to build brand visibility and strengthen customer engagement.

- Monitor competitor activity, pricing, and product offerings to provide actionable market

insights.

- Support regional expansion strategies and new city launches.

Client Relationship Management:

- Understand client requirements and recommend suitable coffee, beverage, and machine solutions.

- Ensure high levels of customer satisfaction by coordinating timely support and service.

Operations & Cross-Functional Coordination:

- Work closely with supply chain teams to ensure timely deliveries, inventory planning, and availability.

- Coordinate with marketing for regional promotions, activations, sampling, and trade marketing initiatives.

- Support machine installation, training, demos, and service coordination in collaboration with technical teams.

Reporting & Analytics:

- Provide weekly sales reports, forecasts, and performance analysis.

- Use CRM tools to ensure data accuracy, transparency, and effective pipeline management.

Qualifications & Skills:

- Bachelors degree in Business, Sales, Marketing, Hospitality, or a related field.

- 4-7 years of proven experience in HoReCa B2B sales (Food & Beverage / Coffee category

preferred).

- Strong understanding of the HoReCa landscape across South India.

- Excellent communication, negotiation, and relationship-building skills.

- Ability to work independently and manage extensive field operations across multiple cities.

- Proficiency in CRM systems and basic sales reporting tools.

- Target-driven mindset with strong execution and problem-solving abilities.