HORECA Sales Manager
Role Overview
Lead sales and business development across the Hotel, Restaurant, and Café channel.
Drive revenue growth, market share, strategic partnerships, product penetration, and brand visibility in the HORECA segment.
Provide team leadership, commercial management, and channel strategy execution.
Key Skills for This Role
Full Job Posting
Position Overview
Lead sales and business development across the Hotel, Restaurant, and Café channel.
Drive revenue growth, market share, strategic partnerships, product penetration, and brand visibility in the HORECA segment.
Provide team leadership, commercial management, and channel strategy execution.
Sales Strategy and Planning
- Develop annual, quarterly, and monthly HORECA sales plans to achieve revenue and profit targets.
- Analyze market trends, competitor activity, and customer needs to identify growth opportunities.
- Formulate market entry strategies and manage the channel budget for efficient resource allocation and cost control.
Key Account Management
- Develop and maintain accounts including hotel groups, fine dining restaurants, café chains, catering contractors, and cloud kitchens.
- Build relationships with owners, executive chefs, F&B directors, procurement managers, and other decision-makers.
- Lead negotiations, contract signings, framework agreement renewals, business reviews, cross-selling, and upselling.
Team Leadership
- Recruit, manage, train, and coach the HORECA sales team.
- Set individual and team sales KPIs, conduct weekly and monthly reviews, and ensure targets are met.
- Build a high-performance and collaborative team culture.
Cross-Functional Collaboration
- Work with Marketing, Supply Chain, Finance, and Customer Service on product supply, order fulfillment, credit management, and after-sales service.
- Monitor sales data and accounts receivable to control credit risk and support collections.
- Represent the company at trade shows, client events, and business visits.
Qualifications and Experience
- Bachelor's degree or above in Marketing, Business Administration, Hospitality Management, or a related field is preferred.
- Minimum 5 years of HORECA channel sales experience is required.
- At least 2 years of team management experience is required.
- Food, beverage, hotel supplies, or related B2B foodservice experience is preferred.
- An established HORECA client network is a strong plus.
Core Competencies and Requirements
- Strong negotiation, financial analysis, and contract management skills are required.
- Consultative selling and customer-oriented solution development are required.
- Team motivation, coaching, and performance management capabilities are required.
- CRM and office software proficiency with a data-driven sales approach is required.
- Frequent client visits and regional travel are required.
- Fluent written and verbal English communication is required.
Compensation
- Pay is AED 5,000 to AED 10,000 per month.
Work Location
- The role is hybrid remote in Dubai, Dubai.
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