Role Overview

We are hiring a Regional Manager Sales & Marketing (HORECA) to lead regional growth, key partnerships, and go-to-market execution for a premium food & beverage brand.

This role will drive HORECA channel expansion, manage strategic accounts, and execute impactful marketing campaigns and product launches. The incumbent will combine strong commercial acumen, on-ground execution, and people leadership to scale presence across hotels, restaurants, cafs, and institutional customers.

Key Responsibilities

HORECA Sales & Business Development

- Drive regional sales growth across HORECA accounts including hotels, fine-dine restaurants, cafs, cloud kitchens, and institutional clients.

- Build and manage key strategic partnerships with premium hospitality accounts.

- Identify new business opportunities and expand distribution within the region.

- Negotiate commercial terms, pricing, and contracts in line with brand objectives.

Marketing, Campaigns & GTM Execution

- Lead regional marketing initiatives, brand activations, and trade marketing programs.

- Execute new product launches and GTM strategies in collaboration with national marketing teams.

- Ensure strong brand visibility, menu placements, and on-ground activations in key outlets.

Team Leadership & Capability Building

- Lead, mentor, and develop regional sales and marketing teams.

- Set targets, monitor performance, and drive a high-performance culture.

- Coach teams on premium brand selling, relationship management, and execution excellence.

Key Account & Stakeholder Management

- Build strong relationships with chefs, F&B heads, procurement teams, and hospitality decision-makers.

- Act as the primary escalation point for regional accounts.

- Collaborate with distributors, channel partners, and internal stakeholders.

Market Intelligence & Analytics

- Track regional sales performance, market trends, and competitive activity.

- Analyze data to identify growth opportunities and optimize execution.

- Prepare MIS, forecasts, and performance reviews for leadership.

Key Performance Areas (KRAs)

- Regional HORECA revenue growth and market penetration

- Key account acquisition and retention

- Successful execution of campaigns and product launches

- Team productivity and target achievement

- Brand visibility and activation effectiveness

- Distributor and partner performance

Ideal Candidate Profile

Must-Have

- 6 to 12 years of experience in HORECA sales & marketing

- Strong exposure to premium or renowned beverage / F&B / FMCG brands

- Proven track record in key account management and regional sales leadership

- Experience working closely with hospitality stakeholders

Good-to-Have

- Experience handling premium, imported, or lifestyle F&B brands

- Exposure to both sales and trade/brand marketing roles

- Strong distributor and channel management experience

Skills & Competencies

- Strong negotiation and relationship-building skills

- Commercial and analytical mindset

- Ability to lead and inspire regional teams

- Hands-on execution with strategic thinking

- Excellent communication and stakeholder management

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