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 benefits. 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 specified in current commercial kitchen projects.