Business Development Manager - Food Service

About This Role

The Food Service Business Development Manager is responsible for leading in the development and expansion of the Institutional business, initially focusing on key institutional accounts and progressively managing other Foodservice channels, including hotels, fine dining restaurants, and multi-location cafeterias.

Implementing sales plans for assigned key accounts within the food service sector. This includes setting monthly sales targets, managing key customer relationships, and ensuring that products and promotions are executed effectively. The role focuses on driving sales growth, expand the outlet universe, maintaining optimal stock levels, and ensuring customer satisfaction within the assigned territory.

Key Responsibilities

• Develop and implement a structured growth strategy for the institutional segment to achieve volume and revenue targets.
• Identify and onboard key institutional accounts, including large catering companies, hospitality groups, educational institutions, corporate facilities, entertainment hubs, ship chandlers, and event management companies, and manage airline tenders
• Build and maintain strong relationships with key decision makers such as procurement heads, executive chefs, and F&B managers.
• Negotiate commercial agreements and contracts to secure long-term business partnerships.
• Drive high profit product penetration, ensuring the company’s profitable ranges are incorporated into institutional menus.
• Identify new business opportunities and emerging segments within the institutional market.
• Lead product presentations, tastings, and culinary demonstrations to promote product adoption.
• Develop annual business plans, sales forecasts, and channel expansion initiatives.

Customers Relationship Management

• Develop Joint Business Plans (JBPs) with assigned key accounts to drive sales growth and profitability.
• Build and maintain strong, long-term relationships with existing clients.
• Ensure the timely resolution of customer complaints to maintain satisfaction and loyalty.
• Maintain an up-to-date list of existing and potential customers, regularly reviewing and updating this list.
• Prospect and acquire new customers through networking, cold calls, and lead generation.
• Understand the unique needs of each client, offering tailored solutions and services.

Sales Strategies & Execution

• Develop and implement effective sales strategies and plans to achieve assigned sales targets and KPIs.
• Monitor sales performance regularly and adjust strategies as needed to meet sales objectives.
• Ensure the distribution of MSL SKUs as per the sales plan for the assigned area.
• Consistently meet or exceed sales targets, quotas, and performance metrics.
• Ensure full compliance with sales processes, pricing management, promotions, and merchandising standards.

Market Trends & Competitors Insights

• Monitor market trends, competitor activities, and new product offerings in the food service industry.
• Report competitor promotions, product launches, and other market activities to inform strategic decision-making.
• Provide actionable insights to improve competitiveness and optimize sales strategies.

Stock Levels & Logistics Coordination

• Ensure that stock levels are consistently maintained across all assigned key accounts.
• Liaise with the demand team to ensure safety stock availability and timely stock replenishment.
• Work with logistics to ensure on-time delivery and product availability, minimizing disruptions.

Cost Control & Financial Management

• Monitor and control market damage, expiries, and product returns through effective stock rotation and placement.
• Ensure warehouse stock aging is properly managed to avoid unnecessary costs or wastage.
• Rationalize sales costs to maximize efficiency in relation to sales routes, transportation, and delivery costs.
• Follow the company's credit policies and support the collection process as per the company’s financial guidelines.
• Work on the collection process according to the company’s financial and sales policies.
• Assist in inventory management by ensuring effective stock rotation to reduce product expirations and damage.

Reporting & Administration

• Ensure all required sales reports (daily, activity, settlement, etc.) are completed accurately and submitted on time.
• Maintain accurate records of all sales activities, customer interactions, and account status using company’s tools or other sales systems.
• Provide regular updates and insights to the Food Service Manager regarding account performance, stock levels, and customer feedback.

Qualifications, Experience & Skills Academic and professional qualifications:

• Minimum bachelor’s degree in any discipline (preferably in Business, Sales, Marketing, or related fields).
• Fluent in English and Arabic or Hindi.

Experience

• Minimum 5-6 years of experience in food service sales or key account management.
• Previous experience in F&B, FMCG or food service distribution industries is preferred.
• Experience with key account management and client relationship building.
• Must Maintain a valid drive license.