Sales Head - HoReCa - FMCG

Company Profile: -

Our client company is a leading company in FMCG Industry. They are into Edible oil.

Job Location: - Ahmedabad

Job Profile:-

The Sales Head - HoReCa will be responsible for driving strategic growth, revenue expansion, and market leadership in the HoReCa (Hotels, Restaurants, and Catering) segment.

1. Develop and execute a robust HoReCa business strategy aligned with overall organizational goals and growth vision.

2. Identify and capitalize on new business opportunities, including large institutional accounts, hotels, caterers, and cloud kitchens.

3. Deliver on revenue, volume, and profitability targets for the HoReCa segment.

4. Establish strong sales forecasting, budgeting, and pipeline management processes. Build and nurture strategic relationships with key decision-makers including hotel chains, restaurant groups, chefs, procurement heads, and F&B leaders.

5. Develop long-term partnerships with marquee HoReCa clients to ensure repeat business and loyalty.

6. Conduct ongoing market intelligence on pricing trends, competitor strategies, new product launches, and customer expectations.

7. Benchmark performance against competition and identify areas for differentiation.

8. Lead, coach, and inspire a high-performing team of Sales Managers and Key Account Managers.

9. Set clear targets, KPIs, and performance metrics at individual and team levels.

Desired Candidate:-

- MBA / PGDM (Sales & Marketing) with 14+ years of experience in Sales & Distribution with FMCG / Food & Beverages / Edible Oil company.

- 8 to 10 years of proven experience in handling HoReCa / Institutional Sales at a leadership level.

- Strong exposure to managing national / regional HoReCa accounts

- Strong commercial acumen with hands-on experience in pricing, margins, and P&L management

Neha Sharma