IAssess Consultants LLP
Website:
iassess.in
Job details:
Primary Title: Sales Manager – HORECA & Retail
A commercial role in the FMCG / foodservice distribution sector serving hospitality, restaurants, cafés, quick-service chains and organized retail across India. The position focuses on driving channel-specific revenue, building trade partnerships, and executing localized sales programs to grow market share in on-premise (HORECA) and retail channels.
Role & Responsibilities
- Own revenue and margin targets for assigned territory across HORECA and retail channels; develop and execute annual and quarterly sales plans.
- Prospect, negotiate and close business with key accounts (hotels, restaurant groups, QSRs, modern trade) and manage distributor partnerships to maximise distribution and availability.
- Design and run trade-marketing, sampling and on-premise activation programs to drive trial, visibility and repeat orders.
- Lead, coach and monitor field sales / distributor teams; set KPIs, conduct performance reviews and ensure consistent execution at outlet level.
- Manage demand forecasting, order fulfilment cycles and stock availability to reduce out-of-stocks and improve service levels.
- Track competitor activity and market trends; prepare regular sales reports and actionable insights for senior management.
Skills & Qualifications
Must-Have
- HORECA Channel Development
- Key Account Management
- Distributor Management
- Trade Marketing
- Route-to-Market Strategy
- Sales Forecasting
Preferred
- Salesforce CRM
- Modern Trade / Retail Chain Sales
- Advanced MS Excel
Qualifications
- Proven experience in B2B sales within HORECA and Retail channels in FMCG, foodservice or allied categories.
- Track record of meeting revenue and distribution targets; experience managing distributor networks and field teams.
- On-site role based in India with frequent travel across assigned territory.
Benefits & Culture Highlights
- Performance-linked incentives and clear career progression in commercial leadership.
- High-autonomy field role with opportunity to shape channel strategy and direct customer impact.
- Collaborative, target-driven culture focused on growth and customer partnerships.
Skills: key account management,sales forecasting,negotiation,sales,retail,horeca
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