National Sales Manager - HORECA/FMCG

Job Title: National Sales Manager - HORECA

Location: Delhi / Mumbai.

Industry: FMCG (Tea) & Tea and Packaged Food

Experience: 15+ years in Sales, with a strong background in HORECA and some experience in General Trade (GT) & Modern Trade (MT)

Job Summary:

We are looking for a highly motivated and experienced National Sales Manager - HORECA to drive business growth, expand our customer base, and strengthen our presence in the HORECA (Hotels, Restaurants, and Catering) segment. The ideal candidate should also have minor exposure to General Trade and Modern Trade, as the company plans to expand into these channels. This role demands strong strategic thinking, leadership, and a proven track record of sales achievements in the FMCG industry, preferably in the tea or beverage sector or Food Commodity.

Key Responsibilities:

Sales Strategy & Execution:

- Develop and execute a national sales strategy for the HORECA segment, aligning with company goals.

- Identify opportunities and create an expansion roadmap for General Trade and Modern Trade channels.

- Set and achieve sales targets, revenue growth, and market penetration objectives.

Business Development & Market Expansion:

- Identify, onboard, and maintain key HORECA accounts such as hotel chains, restaurants, cafs, and institutional buyers.

- Drive business growth in General Trade (GT) and Modern Trade (MT) by initiating partnerships with distributors and retailers.

- Analyze market trends, customer preferences, and competitor activities to refine the sales strategy.

Channel Management & Distribution:

- Develop strong distributor and wholesaler networks to ensure efficient supply chain management in HORECA, GT, and MT.

- Work closely with the supply chain and logistics teams to maintain product availability and stock levels.

- Ensure effective pricing strategies and trade promotions to drive sales and market share.

Team Leadership & Performance Management:

- Build and lead a high-performing sales team across different regions.

- Provide coaching, training, and performance feedback to ensure the achievement of sales objectives.

- Foster a results-driven culture with a strong focus on customer satisfaction and retention.

Marketing & Brand Building:

- Collaborate with the marketing team to drive brand visibility and awareness in HORECA, GT, and MT.

- Execute trade promotions, sampling programs, and BTL (Below-The-Line) marketing initiatives to boost sales.

- Establish long-term relationships with key clients, ensuring strong brand loyalty.

Reporting & Analysis:

- Monitor sales performance, generate reports, and present insights to senior management.

- Evaluate business performance and suggest strategic improvements based on market data.

- Keep track of key financial metrics such as sales revenue, margins, and cost efficiencies.

Key Requirements:

- Educational Qualification: MBA/PGDM in Sales, Marketing, or a related field preferred.

- Experience: Minimum 15 years of sales experience, with a proven track record in HORECA and some exposure to General Trade and Modern Trade.

- Industry Experience: FMCG (Tea, Coffee, Beverages, or preferred food industry).

- Strong relationships and networking skills with HORECA decision-makers, distributors, and retailers.

- Excellent negotiation, communication, and leadership abilities.

- Ability to analyze market trends and drive data-based decision-making.

- Willingness to travel extensively across India.

Why Join Us?

Opportunity to lead national sales operations in a growing and dynamic tea company.

Be a key part of the company's expansion into General Trade and Modern Trade.

Work with an innovative team that values quality, sustainability, and customer satisfaction.

Competitive salary package and growth opportunities.