Role Purpose

To build and lead company’s HORECA (Hotels, Restaurants,
Catering, Cafeterias, Cloud Kitchens, Institutions) business for appliances. The role holder will be responsible for developing the
go-to-market strategy, building a national sales organization, creating channel
partnerships, winning key accounts, and delivering profitable revenue growth.

Appliances adoption is growing across restaurants, hotels,
institutional kitchens, catering businesses, and cloud kitchens due to energy
efficiency, safety, operational consistency, and sustainability perks.
Direct sales, distributors, and key account management are the dominant routes
to market in this segment.

Key Responsibilities
Business Creation & Strategy
Develop a 5-year HORECA growth roadmap for the company
Create market segmentation strategy:
Hotels
Restaurant
Chains
QSR Chains
Cloud Kitchens
Caterers
Hospitals
Educational
Institutions
Corporate
Cafeterias
Define pricing architecture and product portfolio.
Build annual business plans and sales targets.




Route-to-Market Development
Establish a pan-India HORECA sales network.
Appoint and manage:
Commercial
kitchen equipment distributors
Regional dealers
Project
consultants
Kitchen
contractors
Foodservice
equipment integrators
Develop direct sales model for key accounts.
Create channel incentive programs.

Direct sales and specialized distributors are critical
channels for large HORECA customers because buyers require installation,
customization, and after-sales support.
Key Account Management

Build strategic relationships with:
National hotel chains
Restaurant chains
QSR operators
Corporate cafeterias
Healthcare institutions
Educational institutions
Catering companies

Responsible for:
Annual contracts
National rate agreements
Multi-location rollouts
Product standardization programs
Project Sales & Specification
Get company’s products sp

📌 Head Horeca Channel Bengaluru
🏢 XpertReach
📍 Bengaluru