Our client, a Leading Dairy product manufacturing company is looking out for a HoReCa & QSR Sales Manager - West Zone reporting to the HoReCa Sales Head.

Location: Mumbai

Preferred Industry: Dairy & Beverages / FMCG

Qualification: MBA/PGDM from a reputed B-School.

Role Purpose:

To drive revenue growth and market penetration in the HoReCa (Hotels, Restaurants, Caterers) and QSR (Quick Service Restaurant) channels across the West Zone. The role focuses on expanding institutional partnerships, optimizing distribution, and improving profitability through effective channel management, product placement, and customer engagement for dairy and value-added products.

Key Responsibilities

1. Sales & Business Development

- Develop and execute regional sales plans for HoReCa and QSR segments in alignment with national targets.

- Identify and onboard key institutional clients such as large hotel chains, restaurant groups, cloud kitchens, and QSR brands.

- Drive sales of core dairy SKUs (milk, cream, butter, cheese, yogurt, etc.) and value-added innovations.

- Negotiate annual contracts, pricing, and credit terms while ensuring margin protection.

- Develop route-to-market strategies with distributors and channel partners.

2. Account & Relationship Management

- Maintain strong relationships with key procurement and culinary teams of major HoReCa and QSR accounts.

- Partner with customers for menu applications, trials, and joint promotions.

- Track customer satisfaction, resolve supply or service issues promptly, and strengthen loyalty.

3. Channel & Market Strategy

- Analyze market trends, competitor activities, and customer insights to identify growth opportunities.

- Implement visibility and sampling programs to improve product penetration in institutional kitchens.

- Collaborate with the marketing and supply chain teams to ensure product availability and brand consistency.

4. Commercial Excellence

- Monitor sales performance, collection efficiency, and cost-to-serve metrics.

- Ensure adherence to company pricing, discount, and credit policies.

- Drive digital tools / CRM usage for pipeline management and forecasting accuracy.

5. People & Cross-Functional Collaboration

- Guide and develop front-line executives and distributors in the region.

- Work closely with Production, Quality, and R&D for customized institutional packs or formulations.

Key Performance Indicators (KPIs)

- Regional HoReCa & QSR Sales Volume and Value Achievement

- New Account Acquisition & Retention Rate

- Gross Margin and Cost-to-Serve

- Customer Satisfaction / Service Level Score

- Forecast Accuracy and Collection Efficiency

Qualifications & Experience

- Education: MBA / Post-Graduate in Sales & Marketing / Dairy Technology preferred

- Experience: 7-12 years in FMCG / Dairy / Food & Beverage industry with at least 4 years in HoReCa or Institutional Sales

- Exposure: Working with leading hotels, caterers, or QSR chains