National Head - Sales - HoReCa Segment - FMCG/Beverages

The National Head HoReCa (Premium Products) is a strategic leadership role responsible for driving the overall HoReCa business across India. The role entails complete ownership of revenue, profitability, national key accounts, and brand positioning within the premium HoReCa segment.

This position will define national strategy, build high-value partnerships, and lead zonal teams to deliver sustainable growth while strengthening brand equity in the premium hospitality space.

Key Responsibilities:

National Business Ownership:

- Own end-to-end national P&L for the premium HoReCa portfolio

- Define and drive national HoReCa strategy aligned with business and brand objectives

- Deliver revenue growth, margin expansion, and premium positioning

Key Account & Institutional Leadership:

- Lead relationships with national and international hotel chains, premium QSRs, fine-dining groups, lounges, and institutional clients

- Drive national-level partnerships, exclusive tie-ups, and strategic alliances

- Lead high-value negotiations, pricing strategy, and long-term contracts

Team Leadership & Organization Building:

- Lead and manage Zonal Heads and regional HoReCa teams

- Build a high-performance, scalable sales organization across geographies

- Drive capability building, performance management, and leadership development

Strategic Expansion & Channel Development:

- Identify and develop premium HoReCa opportunities across markets

- Ensure selective and brand-aligned distribution expansion

- Track evolving trends in luxury hospitality and experiential dining

Sales Performance & Analytics:

- Monitor national sales performance, productivity, SKU mix, and profitability

- Leverage data, insights, and market intelligence to drive strategy and execution

- Ensure accurate forecasting, reporting, and business reviews

Cross-Functional Leadership:

- Collaborate with Marketing, Supply Chain, Finance, and Operations for seamless execution

- Drive national visibility, activations, and premium brand initiatives

- Ensure service excellence and supply consistency across markets

Qualifications & Experience:

Education:

- Bachelors degree in Business / Marketing / Sales or related field

- MBA preferred

Experience:

- 12 - 15 years of experience in HoReCa / Institutional Sales within FMCG, beverages, or hospitality

- 5+ years in a national or multi-region leadership role

Skills & Competencies:

- Strong strategic and leadership capabilities

- Deep understanding of premium HoReCa and institutional business

- Excellent negotiation and stakeholder management skills

- High business acumen with execution excellence

- Strong analytical and data-driven decision-making ability

Other Requirements:

- Willingness to travel extensively across India

- Ability to operate in a high-performance, brand-sensitive environment