National Head HoReCa Sales

About the Role

We are looking for a senior sales leader to take ownership of our Pan India HORECA sales function. The role will focus on driving sales growth, strengthening regional teams, building sales systems and expanding our HORECA customer base across India.

The candidate will be Mumbai-based with extensive Pan India travel, working closely with Area Sales Managers, sales teams, distributors and key customers.

Key Responsibilities

• Lead and drive Pan India HORECA sales and business development.
• Set and monitor region-wise and team-wise sales targets and KPIs.
• Regularly review performance of Area Sales Managers and regional sales teams.
• Identify new markets, customers, distributors and business opportunities.
• Build and expand the Pan India HORECA sales team through hiring, training and performance management.
• Establish structured systems for daily/weekly/monthly sales tracking, MIS, pipeline management and reviews.
• Conduct regular market visits and joint customer visits across India.
• Develop relationships with hotel chains, QSRs, restaurants, caterers, institutions and other HORECA customers.
• Monitor sales pipeline, conversions, collections, customer retention and overall team productivity.
• In Mumbai, oversee sales coordinators and ensure effective coordination between sales, production, dispatch and accounts.
• Build scalable sales processes and a strong performance-driven sales culture.
• Personally identify and acquire key national and regional HORECA accounts and strategic customers.

Candidate Profile

• 1015+ years of experience in Sales / Business Development, preferably in Food, FMCG, HORECA or Food Service.
• Proven experience managing Pan India / multi-region sales teams.
• Strong track record of acquiring and managing key accounts.
• Strong experience in team hiring, training and performance management.
• Strong HORECA customer and market understanding.
• Excellent leadership, negotiation and business development skills.
• Strong analytical and MIS/reporting capabilities.
• Highly execution-oriented and comfortable with frequent Pan India travel.
• Should have the ability to build teams, systems and processes while personally driving key business opportunities and sales growth.