Role Overview The Senior Manager - HORECA will be responsible for developing leading and scaling the HORECA channel Hotels Restaurants Caterers Bakeries Institutional Buyers for the company s ready-to-cook and ready-to-eat product portfolio across Kerala The role demands solid relationships with chefs procurement heads distributors and institutional clients and the ability to drive volume growth through customized solutions trials and menu applications Key Responsibilities 1 Strategy Business Development Build and execute HORECA channel strategy for Kerala Identify onboard and grow key accounts hotels restaurant chains QSRs caterers and industrial kitchens Develop a state-level HORECA pipeline and drive monthly quarterly volume growth Explore new business opportunities in airline catering hospitals hostels and premium catering groups 2 Key Account Management Manage strategic accounts through regular engagement with chefs purchase heads F B managers and owners Conduct product demos trials menu applications taste sessions and training Negotiate annual contracts pricing GTM plans and volume commitments 3 Distributor Supply Chain Management Appoint and manage HORECA distributors across major towns in Kerala Ensure adequate stock availability order planning and service frequency Coordinate with supply chain and production teams for customized pack sizes bulk SKUs and timely deliveries 4 Sales Execution Performance Tracking Achieve monthly quarterly and yearly sales volume targets for the channel Monitor outlet-level performance order cycles and repeat business Conduct regular market visits across Kerala to expand coverage 5 Product Application Chef Engagement Work closely with the NPD R D team to develop HORECA-oriented SKUs Drive recipe development usage ideas and menu innovations for institutional clients Provide feedback on product performance taste and shelf-life from chefs and caterers 6 Team Leadership if applicable Lead a team of HORECA Executives Key Account Officers if part of structure Provide on-the-job training joint sales calls and performance reviews 7 Commercial Operational Excellence Ensure compliance on pricing credit policies claims and documentation Track margins discounts and profitability of HORECA accounts Manage tenders bulk orders and institutional contracts Key Skills Competencies Strong network across Kerala HORECA ecosystem Expertise in B2B food service selling key account management and solution-based selling Excellent communication negotiation and presentation skills Ability to conduct chef trials demos and product applications Strong commercial understanding pricing logic and deal structuring Proficiency in Excel CRM SFA tools and reporting systems Qualifications Experience Graduate MBA preferred 8-12 years of HORECA Institutional Sales experience in FMCG Food or Ingredients Experience working with RTC RTE spices sauces bakery or culinary products preferred Strong track record of building and managing HORECA accounts in Kerala KPIs Success Metrics HORECA sales volume revenue growth Number of active hotel restaurant catering accounts Repeat order rate account retention Distributor performance service levels Product placement and menu penetration Gross margin and deal profitability Job Types Full-time Permanent Pay 80 000 00 - 120 000 00 per year Benefits Health insurance Provident Fund Work Location In person

📌 Senior Manager – Horeca Business (Kerala)
🏢 Manjilas Food Tech(Double Horse
📍 Kerala