Sales Manager

The Sales Manager will be responsible for business development, key account management, revenue generation, and market expansion across the HoReCa segment.

The ideal candidate should have strong relationships with hotels, hotel chains, restaurants, cafés, QSRs, caterers, hospitality groups, distributors, and institutional buyers, along with a proven track record of achieving sales targets.

Key Responsibilities

1. Business Development & Revenue Growth

• Drive sales and revenue growth across the assigned territory.
• Identify and develop new business opportunities within the HoReCa and hospitality segment.
• Build a strong sales pipeline through market mapping, prospecting, referrals, and networking.
• Convert prospects into long-term customers and achieve monthly, quarterly, and annual sales targets.
• Develop territory-wise strategies to increase market penetration and customer acquisition.

2. HoReCa Account Management

• Develop and maintain strong relationships with hotel chains, independent hotels, and hospitality groups.
• Identify customer requirements and recommend suitable product solutions.
• Manage the complete sales cycle—from lead generation and product presentation to negotiation, closure, and order execution.
• Ensure regular engagement with key decision-makers, procurement teams, purchase managers, F&B teams, and owners.

3. Key Account Management

• Manage and grow existing key accounts within the assigned territory.
• Identify opportunities for cross-selling, upselling, product development, and increased share of business.
• Develop account-wise growth plans and maintain strong customer relationships.
• Track customer satisfaction and proactively resolve commercial or service-related concerns.

4. Market Expansion

• Map the local HoReCa market and identify high-potential customers and segments.
• Develop new channels and distribution opportunities where required.
• Monitor competitor activities, pricing, product offerings, and market trends.
• Share market intelligence and customer feedback with the management and internal teams.

5. Sales & Commercial Management

• Prepare sales forecasts, territory plans, and regular sales reports.
• Manage pricing discussions, quotations, negotiations, and commercial closures within approved guidelines.
• Monitor outstanding payments and coordinate with internal teams for timely collections.
• Maintain accurate CRM/customer databases and sales pipeline information.

6. Internal Coordination

• Coordinate closely with Sales, Customer Service, Production, Supply Chain, R&D, Product Development, and Finance teams.
• Ensure smooth execution of customer requirements and timely order fulfilment.
• Coordinate for samples, product trials, customized requirements, and new product development.
• Escalate and resolve customer issues effectively to ensure long-term relationships.

We are looking for someone who is:

• Experienced in B2B HoReCa sales and business development.
• Well-connected with hospitality and institutional customers.
• Strong in consultative selling and relationship management.
• Comfortable handling negotiations with procurement and senior stakeholders.
• Highly target-oriented and commercially driven.
• Capable of independently managing a territory and sales pipeline.
• Strong in communication, presentation, negotiation, and networking.
• Willing to travel extensively within the assigned territory.

Preferred Industry Background

Candidates from the following industries would be preferred:

• HoReCa / Hospitality Supplies
• Hotel Amenities & Toiletries
• Hospitality FMCG
• Food & Beverage
• Professional Cleaning & Hygiene
• Personal Care / Cosmetics
• Institutional / B2B FMCG
• Packaging / Private Label
• Hotel Procurement Solutions

Educational Qualification

• Bachelor's degree in Business Administration, Marketing, Hospitality, or a related field.
• MBA/PGDM in Sales & Marketing will be an added advantage.

Experience

5–8 years of relevant sales experience, preferably with at least 3 years of experience handling HoReCa/B2B/institutional sales.