As the Institutional Sales Lead (HORECA), you will be responsible for driving revenue and market share growth within the Hotel, Restaurant, and Catering (HORECA) segment. You will develop and execute sales strategies, manage key institutional accounts, and lead a high-performing sales team to achieve business objectives.
Key Responsibilities
Sales Strategy & Planning
Develop and execute the HORECA sales strategy to achieve assigned revenue and market share targets.
Identify growth opportunities in hotels, restaurants, caterers, airlines, and other institutional accounts.
Plan and monitor channel performance against agreed sales KPIs.
Business Development
Acquire and onboard new institutional clients while nurturing existing relationships.
Conduct regular business reviews with key accounts to ensure satisfaction and growth.
Negotiate pricing, contracts, and commercial terms in line with company policies.
Team Leadership
Lead, mentor, and motivate the institutional sales team to achieve set goals.
Build capability within the team through coaching, training, and performance management.
Allocate targets, territories, and monitor individual and team performance.
Execution & Customer Engagement
Ensure excellent execution of sales initiatives, promotions, and activations within the HORECA segment.
Provide superior customer service and act as the primary escalation point for client issues.
Collaborate with the supply chain to ensure timely deliveries and efficient order fulfillment.
Market Intelligence & Reporting
Track competitor activities, market trends, and customer insights to recommend proactive strategies.
Prepare accurate sales forecasts, pipelines, and reports for management.
Monitor credit control and ensure timely collections from institutional clients.
Cross-Functional Collaboration
Work with Marketing, Finance, and Operations teams to optimize HORECA offerings.
Partner with product development to tailor solutions for the institutional channel.
Qualifications
Bachelor’s degree in Sales, Marketing, Business Administration, or a related field.
MBA is an added advantage.
Minimum 6–8 years of experience in sales, with at least 3 years in institutional/HORECA sales leadership.
Strong network within hotels, restaurants, and catering businesses.
Proven track record of meeting and exceeding sales targets.
