Sales Executive – HoReCa

Role:Sales Executive

Role Summary

We are seeking a high-impact, executive-level to lead and scale our B2B business across the HoReCa segment and distributor ecosystem for Frozen Foods and Masala categories. This role demands a seasoned professional with deep market access, strong commercial acumen, and the ability to drive aggressive revenue growth through strategic partnerships and market penetration.

Key Responsibilities

• Strategic Growth & Market Expansion
• Lead the expansion of B2B sales across HoReCa channels including Hotels, Restaurants, Caterers, and Cloud Kitchens.
• Develop and execute region-wise go-to-market strategies to accelerate penetration in Frozen Foods and Masala segments.
• Identify high-potential markets, unlock new business opportunities, and drive sustainable revenue growth.
• Distributor Network Leadership
• Identify, onboard, and scale a high-performing distributor network across assigned territories.
• Leverage existing relationships to fast-track market entry and product reach.
• Ensure distributor profitability, engagement, and long-term alignment with business goals.
• Key Account Management (HoReCa)
• Build and maintain strong relationships with chefs, procurement heads, and decision-makers.
• Drive product adoption through presentations, trials, and sampling initiatives.
• Negotiate commercial agreements, pricing structures, and long-term supply contracts.
• Revenue Ownership & Performance Delivery
• Own and deliver monthly, quarterly, and annual revenue targets.
• Ensure disciplined execution on collections, credit control, and working capital management.
• Continuously monitor sales performance and implement corrective actions where required.
• Market Intelligence & Competitive Strategy
• Track competitor activity, pricing benchmarks, and emerging market trends.
• Provide actionable insights to refine product positioning and pricing strategies.
• Cross-Functional Coordination
• Collaborate closely with supply chain, production, and logistics teams to ensure seamless order fulfillment.
• Support new product launches and market activation initiatives within the HoReCa segment.

Candidate Profile

• 2+ years of proven experience in Frozen Foods and/or Masala industry (mandatory).
• Strong exposure to B2B HoReCa sales with a well-established network.
• Demonstrated success in distributor management and territory expansion.
• Track record of consistently achieving or exceeding revenue targets.
• Excellent negotiation, influencing, and closure capabilities.
• High ownership mindset with the ability to independently manage business operations.

Preferred Qualifications

• Experience with established FMCG or food brands.
• Strong understanding of cold chain logistics and distribution.
• Proven experience in launching and scaling products within HoReCa.
• MBA in Marketing, Business, or related field.

What Defines Success in This Role

• Ability to open and close high-value HoReCa accounts with minimal ramp-up time.
• Strong distributor influence and network leverage.
• Aggressive revenue delivery with disciplined financial control.
• Deep understanding of the HoReCa ecosystem and buying behavior.
• Execution-driven, relationship-focused, and commercially sharp.