To drive profitable growth of the Food Service (HORECA) business by acquiring new customers, managing key accounts, strengthening distributor networks, and leading a team of Business Development Executives (BDEs) to achieve sales and market share objectives within the assigned geography.
1. Business Development & Sales Growth
- Drive primary and secondary sales to achieve budgeted revenue targets.
- Identify and acquire new HORECA customers including hotels, restaurants, cafs, caterers, cloud kitchens, QSRs and caterers.
- Develop territory-wise growth plans and execute market expansion strategies.
- Identify incremental business opportunities and improve market penetration.
2. Key Account Management
- Build and maintain strong relationships with key Food Service customers.
- Ensure effective management of strategic accounts and support implementation until smooth handover to distributors/BDEs.
- Negotiate commercial terms and drive long-term business partnerships.
3. Distributor Management
- Appoint and develop Food Service exclusive distributors.
- Ensure distributor profitability, stock availability, and market coverage.
- Monitor distributor performance and facilitate timely claims settlement and collections.
- Drive adherence to company sales processes and commercial policies.
4. Team Management
- Lead, coach, and mentor Business Development Executives
- Monitor daily activity reports, productivity, and KPI achievement.
- Conduct regular market visits and coaching sessions.
- Organize monthly business review meetings with the team.
5. Customer Acquisition & Market Coverage
- Ensure systematic prospecting and acquisition of new Food Service accounts.
- Maintain an effective pipeline of recent business opportunities.
- Conduct regular customer calls, follow-ups, and relationship-building activities.
- Expand product reach across assigned territories.