HORECA Sales Manager

HORECA Sales Manager

We’re looking for a HORECA Sales Manager who can lead both the commercial and technical sides of ingredient sales to hotels, restaurants, cafés, and catering businesses.

You will own the P&L for the HORECA channel, with responsibility for revenue growth, account retention, and margin discipline. This role requires a value-added sales approach built around product application, technical support, and long-term account development—not discount-led selling.

What You’ll Do

• Build and manage a portfolio of HORECA accounts across our coffee and beverage ingredient lines.
• Lead technical application work, including recipe and menu development, barista and kitchen staff training, equipment dial-in, and on-site troubleshooting.
• Own account-level pricing, proposals, and contract structures while protecting margins through application value rather than volume discounting.
• Identify and close new accounts, maintaining a structured pipeline from prospecting and trials through onboarding and repeat business.
• Develop account-specific or co-branded product offerings where they strengthen differentiation and customer retention.
• Represent the company at trade shows, chef collaborations, industry events, and other relationships that build channel credibility.
• Report regularly to the CEO on account performance, sales pipeline, revenue growth, and margin health.

What You Bring

• 10+ years of experience in HORECA, foodservice, or ingredient sales, ideally with a premium F&B ingredient or beverage company rather than general FMCG or retail distribution.
• Strong technical fluency and the ability to confidently discuss extraction, cupping, recipes, ratios, and product application directly with chefs, baristas, and F&B teams.
• A proven record of managing key accounts while growing revenue, strengthening retention, and protecting margins—not simply increasing volume.
• Existing relationships with hotel F&B directors, restaurant groups, café operators, or catering businesses in Pakistan would be a strong advantage.
• The ability to work independently and build a structured HORECA channel largely from the ground up.
• A master’s degree is preferred. Qualifications in hospitality, food science, or business will all be considered.

Pay: From Rs200,000.00 per month

Work Location: In person