Head – HoReCa Sales
Department: Sales & Business Development
Location: India (Pan-India Travel Required)
Experience: 15–20+ Years
Reporting To: Founder / Leadership Team
About the Role
We are seeking a seasoned Head of HoReCa Sales to lead and scale our presence across the Hotels, Restaurants, Cafés, QSR chains, catering companies, and institutional food service networks.
This role requires a highly experienced sales leader with a strong industry network and a proven track record in building HoReCa distribution channels, closing large B2B deals, and expanding market presence across multiple cities.
The ideal candidate should have worked with FMCG, food brands, QSR chains, or food service distribution companies and possess deep relationships within the hospitality ecosystem.
Key Responsibilities
1. Strategic Leadership
* Define and execute the company’s HoReCa sales strategy across India.
* Build a scalable HoReCa distribution model to drive long-term revenue growth.
* Identify high-value hospitality partnerships and institutional opportunities.
2. Business Development
* Develop partnerships with hotel chains, restaurant groups, café chains, catering companies, and institutional buyers.
* Drive new business acquisition through industry networking and strategic partnerships.
* Lead negotiations for high-value supply agreements and contracts.
3. Key Account Management
* Manage relationships with hotel procurement heads, F&B directors, chefs, and hospitality group owners.
* Ensure long-term partnerships with major HoReCa clients.
4. Market Expansion
* Identify new markets and cities for HoReCa expansion.
* Analyze hospitality market trends and competitive landscape.
5. Team Leadership
* Build and lead a national HoReCa sales team.
* Set targets, KPIs, and performance metrics.
* Mentor and develop high-performing sales professionals.
6. Revenue & Performance Management
* Own HoReCa revenue targets and growth strategy.
* Track pipeline, forecasts, and key account performance.
Required Skills
* Deep understanding of the HoReCa ecosystem
* Strategic B2B sales leadership
* Large account acquisition and management
* Negotiation and commercial structuring
* Market expansion and channel development
* Strong industry networking
Qualifications
* Bachelor’s degree in Business / Hospitality / Marketing
* MBA preferred
Pay: ₹400,000.00 - ₹500,000.00 per month
Application Question(s):
- How many years of experience do you have as Horeca Sales Lead?
- Are you willing to travel PAN India?
Work Location: In person
