Head of Food Services
Skills
About This Role
Overview
***Role purpose:***
Lead and drive the Food Service business across the region by developing and executing the channel strategy, expanding key accounts, and delivering sustainable revenue and profitability growth.
The role is responsible for strengthening the company’s presence within hotels, restaurants, catering, QSRs, and institutional clients.
***Key Responsibilities:***
1. Strategy & Business Growth
- Develop and implement the Food Service channel strategy aligned with overall commercial objectives
- Identify growth opportunities across HORECA, QSR, catering, and institutional segments
- Drive market penetration, distribution expansion, and portfolio optimization
- Set and manage annual budgets, sales targets, and KPIs
2. Sales & Key Account Management
- Lead strategic relationships with key Food Service clients (e.g., hotel groups, QSR chains, catering companies)
- Negotiate commercial agreements, contracts, and pricing strategies
- Ensure consistent achievement of revenue, margin, and volume targets
3. Team Leadership & Capability Building
- Lead, coach, and develop the Food Service sales team across markets
- Build strong succession pipelines and high-performance culture
- Set clear team objectives, monitor performance, and conduct regular reviews
4. Channel Development & Execution
- Drive execution excellence across Food Service distributors and partners
- Establish route-to-market strategies and optimize distribution models
- Ensure strong in-market visibility and availability of products
5. Financial & P&L Management
- Own Food Service channel P&L, including revenue, margins, and cost control
- Track sales forecasts and manage budgets effectively
- Optimize trade spend and promotional investments
6. Cross-Functional Collaboration
- Work closely with Supply Chain to ensure service levels and demand planning accuracy
- Partner with Marketing for Food Service campaigns, activations, and brand building
- Coordinate with Finance and Legal on contracts and compliance
7. Market Intelligence & Insights
- Monitor competitor activities, pricing, and market trends
- Leverage insights to refine strategies and identify new business opportunities
- Stay updated on industry shifts (e.g., QSR expansion, cloud kitchens, institutional demand)
- ***Qualifications & Experience:***
- **10–15+ years of experience in FMCG**
- , with strong exposure to Food Service / HORECA
- Proven track record in leading Food Service / B2B sales at a regional level
- Experience managing key accounts such as hotels, QSRs, and catering companies
Key Skills & Competencies
- Strategic thinking and business planning
- Strong negotiation and influencing skills
- Leadership and team management
- Customer relationship management
- Financial and commercial acumen
- Results-driven with strong execution focus
- Excellent communication and stakeholder management
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